Sr Deal Desk Manager

About the role

ServiceNow is seeking a strategic advisor to join our sales management team and guide complex commercial negotiations. You will act as a primary point of contact for structuring high-value transactions while ensuring alignment with our financial and legal standards.

Key facts

What you'll do

• Advise sales leadership on pricing, product packaging, and commercial terms for non-standard deals.
• Lead the structuring and negotiation of critical client agreements, including direct client-facing discussions.
• Manage the balance of deal portfolios to prioritize large-scale enterprise agreements.
• Collaborate with legal, revenue accounting, and operations teams to ensure compliance with company policies.
• Train and mentor sales staff on negotiation techniques and deal structuring principles.
• Serve as a parallel approver for transactions to maintain margin and revenue growth targets.

Requirements

• Bachelor degree in Finance or an MBA in Business Administration.
• Minimum 10 years of experience in finance, deal desk, contracts, sales operations, or revenue roles.
• At least 5 years of experience specifically negotiating complex strategic IT contracts within a SaaS environment.
• Proven track record of managing large-scale commercial and legal negotiations with procurement and business teams.
• Experience working within an international sales organization for a US or European headquarters.
• Ability to navigate long, complex sales cycles and manage multiple deadlines under pressure.
• Willingness to work extended hours during peak business periods.

Skills & tools

• Commercial and business acumen
• Contract negotiation
• Revenue recognition policy knowledge
• Sales process management
• Cross-functional team coordination

Practical notes

• Base salary range is $166,100 to $244,800 plus equity and variable incentive compensation.
• Benefits include health plans, 401(k) with company match, ESPP, flexible time off, and family leave.
• Employment is contingent upon meeting export control regulations where applicable.
• For application accommodations, contact globaltalentss@servicenow.com.
• ServiceNow is an equal opportunity employer.