Deal Desk Manager

We’re looking for a seasoned Deal Desk Manager who can turn commercial complexity into operational clarity. You’ll lead the design and governance of the frameworks that enable our sales teams to move with speed and precision. This is a high-visibility, strategic role for a veteran professional who is passionate about building a disciplined, scalable, and world-class revenue engine. 

As a central figure in WEX’s commercial transformation, you will act as the bridge between high-level strategy and operational execution, ensuring that our commercial lifecycle is standardized, financially sound, and optimized for growth. 

About the Team/RoleDeal Desk Architecture & Strategic Frameworks

• Global Product Catalog: Lead the strategic design and long-term maintenance of the master product hierarchy, ensuring a unified source of truth across all global lines of business.

• SOP Development & Ownership: Author and implement the global "Playbook" for the Deal Desk, establishing rigorous Standard Operating Procedures (SOPs) that ensure consistent execution and a seamless lead-to-cash journey.

• Delegation of Authority (DoA): Architect and refine the pricing and discounting governance, balancing the need for sales agility with corporate risk management and margin protection.

• Enterprise Deal Structuring: Develop sophisticated frameworks for enterprise deals, ensuring that the largest, most complex transactions are structured for long-term viability and operational scalability.

• Commercial Intelligence: Synthesize win/loss data to provide General Managers (GMs) with strategic insights, driving data-backed adjustments to our product book and competitive positioning.

Revenue Engine Orchestration & Commercial Velocity

• Executive Advisory: Serve as a primary commercial consultant to the Senior Leadership Team (SLT) and GMs, offering strategic guardrails and creative solutions for pricing and deals.

• Leadership & Mentorship: Act as a formal mentor and coach to team members across the Revenue Operations organization, elevating the team’s collective commercial acumen and technical mastery.

• Deal Flow Optimization: Oversee the daily adjudication of the deal queue, ensuring that pricing approvals and contract positioning are handled with executive-level urgency and precision.

• RevTech Ecosystem Governance: Drive the evolution of the revenue technology stack, ensuring that systems are optimized to enforce commercial rules.

• Cross-Functional Diplomacy: Mediate and resolve high-pressure conflicts between Sales, Legal, and Finance, ensuring that business velocity is maintained without compromising institutional integrity.

Financial Stewardship & Revenue Governance

• General Ledger (GL) Alignment: Architect the mapping of commercial products to the financial ledger, ensuring that all deals are structured for automated, audit-ready revenue recognition.

• Margin & Profitability Mastery: Conduct deep-dive financial modeling on live deals, ensuring every transaction is accretive to the bottom line and aligns with WEX’s long-term economic targets.

• Revenue Protection (CPI/Escalators): Own the end-to-end execution of annual price adjustments and Consumer Price Index (CPI) escalators, safeguarding the organization against margin erosion.

• Quantity-Based Forecasting: Collaborate with Finance to provide real-time visibility into contracted volumes and renewal pipelines, driving higher accuracy in corporate revenue projections.

• Data Stewardship: Enforce world-class data integrity within Salesforce, ensuring that our commercial data remains the "Single Source of Truth" for executive-level reporting.

Experience you'll bring 

• Experience: 10+ years of progressive experience in Deal Desk, Commercial Finance, or Revenue Operations within a large-scale, complex enterprise environment.

• Executive Presence: Proven ability to command the room and influence GMs and Senior Leadership during high-pressure commercial negotiations.

• Leadership & Mentorship: A track record of mentoring junior-to-mid-level professionals and building high-performing, process-oriented teams.

• Strategic Logic: An expert ability to deconstruct complex contracts and financial models to identify commercial risks, margin leaks, or operational bottlenecks.

• Technical Authority: Advanced mastery of Salesforce and CPQ environments, with a focus on using technology to enforce governance at scale.

• Financial Acumen: Deep understanding of P&L management, margin analysis, and revenue recognition principles.

• Operational Excellence: Proven experience developing formal SOPs and driving large-scale change management across diverse stakeholders in Sales, Legal, and Product.

The base pay range represents the anticipated low and high end of the pay range for this position. Actual pay rates will vary and will be based on various factors, such as your qualifications, skills, competencies, and proficiency for the role. Base pay is one component of WEX's total compensation package. Most sales positions are eligible for commission under the terms of an applicable plan. Non-sales roles are typically eligible for a quarterly or annual bonus based on their role and applicable plan. WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being. Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more. For more information, check out the "About Us" section.Pay Range: $106,200.00 - $127,600.00