Deal Desk Manager, APJ

About the role

Cursor is on a mission to develop automated coding solutions and is seeking a Deal Desk Manager to spearhead operations in the Asia-Pacific and Japan (APJ) region. In this role, you will serve as the main liaison for the local sales team, overseeing the complete lifecycle of enterprise agreements from their initial framework to the final signature. This position demands a proactive approach to pricing strategies, contract management, and the establishment of efficient processes in a dynamic, fast-paced environment.

Key facts

What you'll do

• Oversee the day-to-day operations of the deal desk for the APJ sales team, focusing on pricing strategies, deal structuring, and managing approval workflows.
• Offer strategic advice to sales representatives on negotiation strategies, competitive positioning, and key contract terms to enhance deal success.
• Create quotes and order forms utilizing Salesforce CPQ and Ironclad, ensuring that deals progress smoothly through the sales pipeline.
• Foster collaboration across departments, including Legal, Finance, and Billing, to address unique deal requirements and ensure compliance with company policies.
• Develop and document regional playbooks and approval frameworks to standardize the deal flow process as the company expands its reach.
• Analyze deal trends within the APJ region to improve the consumption-based pricing model and share insights with the global team for strategic alignment.
• Train and mentor sales team members on best practices for deal management and contract negotiation to enhance overall team performance.
• Monitor key performance indicators (KPIs) related to deal desk operations and provide regular reports to senior management on performance metrics and areas for improvement.

Requirements

• A minimum of 4 to 8 years of professional experience in deal desk management, revenue operations, commercial strategy, consulting, or sales strategy.
• Proven track record of handling enterprise B2B deals, particularly within the Software as a Service (SaaS) or infrastructure sectors.
• Strong expertise in pricing strategies, contract negotiation, and structuring deals effectively.
• Experience in high-volume environments, with a focus on creating repeatable processes and approval systems.
• Excellent analytical skills, including the ability to model pricing scenarios and calculate return on investment (ROI) using Excel.
• Self-motivated and capable of working independently in Singapore, with a strong focus on achieving outcomes that support the APJ region.
• Demonstrated ability to maintain process integrity while effectively collaborating with Sales, Finance, and Legal teams to drive successful outcomes.

Nice to have

• Experience with consumption-based or usage-based pricing models, which can enhance the strategic approach to pricing in this role.
• Background in establishing or scaling a deal desk function within a rapidly growing organization, bringing valuable insights and best practices to the team.
• Familiarity with international sales processes and the ability to navigate complex regulatory environments in the APJ region.

Skills & tools

• Proficient in Salesforce CPQ for quote generation and deal management.
• Experienced with Ironclad for contract lifecycle management.
• Advanced skills in Excel for data analysis and modeling.
• Knowledgeable in revenue operations strategy and best practices.
• Familiarity with contract management processes and tools to ensure compliance and efficiency.

Practical notes

This position is based in Singapore and requires candidates to be prepared for an on-site role. As one of the initial team members in the APJ region, you will need to operate with a high level of autonomy and initiative, contributing to the establishment and growth of the deal desk function. The role offers a competitive salary and the opportunity to make a significant impact in a rapidly evolving company. Candidates must be eligible to work in Singapore and may need to provide documentation for visa purposes if applicable.

About the company

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