Manager, Deal Desk

The Manager, Deal Desk is a critical leadership role within the Revenue Operations team, responsible for overseeing deal structuring, pricing strategy, and quoting processes. This role manages a team of Deal Desk Analysts and partners closely with Sales, Legal, Finance, Product, and other cross-functional teams to ensure that deals are compliant, optimized, and aligned with company policies and revenue objectives. This highly visible position plays a key role in driving scalable deal execution, enabling sales productivity, and ensuring strategic deal guidance throughout the sales cycle.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Lead and manage a team of Deal Desk Analysts, providing coaching, professional development, and daily support to ensure efficient deal processing and strategic guidance.
• Own the regional deal desk function, acting as the senior point of contact for complex deal structuring, pricing approvals, and policy adherence.
• Partner with Sales leadership (VPs, Regional Directors) to proactively support high-impact opportunities and ensure strategic alignment across deal flow.
• Oversee quote and order form creation, ensuring accuracy, speed, and consistency across all sales motions.
• Develop and maintain pricing strategies in collaboration with Finance and Product, ensuring competitiveness and compliance with company financial goals.
• Collaborate with Legal, AR, Renewal Management, and Sales Ops on non-standard or high-risk transactions, navigating approvals and resolution paths.
• Drive continuous process improvement initiatives, including automation, documentation, and workflow enhancements that improve deal velocity and scale.
• Monitor and report on deal metrics, team KPIs, and operational bottlenecks to inform senior leadership.
• Serve as a subject matter expert (SME) on Salesforce CPQ and SaaS deal structures (ARR, MRR, ACV), providing guidance to both team members and sales reps.

SUPERVISORY RESPONSIBILITIES:

• Directly supervise Deal Desk Analysts.
• Responsible for hiring, onboarding, performance management, and career development of the team.
• Set clear goals and expectations while fostering a culture of collaboration, accountability, and growth.

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

• Deep understanding of SaaS pricing and revenue models, including ARR, MRR, ACV, and revenue recognition principles.
• Strong working knowledge of Salesforce CPQ, quoting tools, and CRM systems.
• Highly proficient in Excel and deal financial modeling.
• Demonstrated ability to influence cross-functional stakeholders and navigate complex negotiations.
• Excellent written and verbal communication skills, with the ability to present to executive audiences.
• Strong organizational skills with the ability to prioritize and execute under tight deadlines.
• High level of emotional intelligence and maturity; capable of managing interpersonal dynamics across functions.

EDUCATION AND EXPERIENCE:

• Bachelor’s degree in Business, Finance, or related field (MBA preferred).
• 7+ years of experience in Deal Desk, Pricing, or Sales Operations, including at least 2+ years in a people management or team leadership role.
• Experience supporting enterprise SaaS sales preferred.

Other Qualifications: The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback. • Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments, and intended results. Assess your work in context. If you’re unsure, ask. Demonstrate unwavering support for decisions.

Comments: The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.

Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs.* The range displayed does not encompass the full potential of the role, which allows for further growth and career progression.

In addition, as a part of our total compensation package, this role may be eligible for the Vertex Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants.

Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs.

*In no case will your pay fall below applicable local minimum wage requirements.