Deal Desk Analyst I

About the role

You drive accuracy and efficiency in our sales lifecycle by acting as the critical link between Sales, Finance, and Legal. You own the end-to-end processing of complex deal requests within Salesforce, ensuring every quote and order form adheres to our governance policies. This role requires you to translate ambiguous customer requirements into compliant, executable documents while maintaining meticulous records. You will be instrumental in resolving exceptions and non-standard terms through coordinated cross-functional collaboration. Your work directly impacts revenue realization and customer trust by safeguarding the integrity of our contractual agreements. You will continuously refine manual procedures into scalable solutions that empower the broader Sales Operations team.

Key facts

What you'll do

• Review and interpret incoming deal requests via email and Salesforce queues to determine the appropriate approval path according to the established Revenue and Customer Success matrix.
• Create and update precise Quote records in Salesforce CPQ, ensuring all terms, conditions, and pricing align with finance controls and sales objectives.
• Modify language, formatting, and specific order details within Order Forms to meet client specifications while maintaining compliance.
• Coordinate directly with Finance and Legal teams to secure timely approvals for non-standard contractual requests and exceptions.
• Configure Salesforce and CPQ settings in response to approved non-standard deals to ensure accurate execution and billing.
• Prepare and compile clean, final copies of contracts for electronic signature via DocuSign, verifying all integrated fields are correct.
• Monitor Salesforce queue items daily to meet service level agreements and prevent backlogs in the sales cycle.
• Act as the primary point of contact for Sales and Renewals teams regarding documentation status and clarification on deal terms.
• Maintain detailed records of all changes and approvals to support internal audits and financial reporting requirements.
• Contribute to the continuous improvement of the deal desk by identifying recurring issues and suggesting procedural enhancements.
• Collaborate with Salesforce Operations to troubleshoot system errors and optimize the user experience within CPQ.
• Proactively communicate roadblocks or bottlenecks to your manager to ensure transparency and realistic expectation setting with Sales.

First Year in Role

Month 3: Within 3 months, you will have a working understanding of quoting in Salesforce CPQ and how to apply our approval matrix for non-standard terms.

Month 6: Within 6 months, you will be able to handle nearly all requests self-sufficiently and adding to the "Deal Desk Manual" as you encounter new requests.

Month 12: Within 12 months, you will be recommending and implementing process improvements for the team.

Requirements

• Possess 2+ years of proven experience in a sales support, contracting, or deal desk capacity within a SaaS or technology environment.
• Demonstrate hands-on experience utilizing Salesforce CRM, with a specific focus on the CPQ (Configure, Price, Quote) functionality.
• Show a solid comprehension of SaaS subscription accounting principles, including revenue recognition and billing cycles.
• Exhibit exceptional organizational skills to manage multiple concurrent requests while awaiting stakeholder responses.
• Display strong prioritization abilities to effectively manage competing deadlines, particularly during high-pressure periods like quarter-end.
• Communicate effectively and professionally with individuals across various departments and hierarchical levels within the organization.
• Possess the confidence to discuss complex CPQ errors and technical discrepancies with Salesforce developers.
• Maintain a high level of integrity when handling confidential customer and financial data.
• Adhere strictly to company policies and procedures regarding contract law and financial compliance.
• Commit to maintaining accurate and detailed documentation of all deal desk activities and modifications.

Nice to have

• Experience working with DocuSign or other electronic signature platforms.
• Familiarity with Microsoft Word and Adobe Acrobat for document preparation and formatting.
• Understanding of global sales tax regulations and invoicing best practices.

Practical notes

Fixed work schedule, Monday through Friday 10pm-7am Manila.

Payscale has employees across the US, Canada, UK, The Philippines and Romania however we are currently unable to hire in the Quebec Province, Northern Ireland, and Hawaii.

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