Deal Desk Manager

San Francisco, CA - USA

Monthly Salary: Not Disclosed

Posted on: 6 hours ago

Vacancies: 1 Vacancy

Job Summary

About Glean:

Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industrys most advanced enterprise search has evolved into a full-scale Work AI ecosystem powering intelligent Search an AI Assistant and scalable AI agents on one secure open platform. With over 100 enterprise SaaS connectors flexible LLM choice and robust APIs Glean gives organizations the infrastructure to govern scale and customize AI across their entire business - without vendor lock-in or costly implementation cycles.

At its core Glean is redefining how enterprises find use and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people content and activity delivering deeply personalized context-aware responses for every employee. This foundation powers Gleans agentic capabilities - AI agents that automate real work across teams by accessing the industrys broadest range of data: enterprise and world structured and unstructured historical and real-time. The result: measurable business impact through faster onboarding hours of productivity gained each week and smarter safer decisions at every level.

Recognized by Fast Company as one of the Worlds Most Innovative Companies (Top 10 2025) by CNBCs Disruptor 50 Bloombergs AI Startups to Watch (2026) Forbes AI 50 and Gartners Tech Innovators in Agentic AI Glean continues to accelerate its global impact. With customers across 50 industries and 1000 employees in more than 25 countries were helping the worlds largest organizations make every employee AI-fluent and turning the superintelligent enterprise from concept into reality.

If youre excited to shape how the world works youll help build systems used daily across Microsoft Teams Zoom ServiceNow Zendesk GitHub and many more - deeply embedded where people get things done. Youll ship agentic capabilities on an open extensible stack with the craft and care required for enterprise trust as we bring Work AI to every employee in every company.

About the Role:

Glean is seeking a Deal Desk Manager to be the connective tissue between Sales Finance Legal and RevOps. Youll design and run scalable deal processes advise on pricing and commercial terms and ensure non-standard deals are fast compliant and financially sound. This role will be a key accelerant for Gleans next phase of growth and will shape our guardrails approvals and tooling for consistency and speed.

You will:

Serve as the first-line advisor to AEs on deal strategy pricing and commercial structures; propose options that balance customer needs with Gleans financial and risk guardrails.
Own the end-to-end deal review process for non-standard terms (pricing discounting order forms term/renewal usage data and privacy SLAs) coordinating with Finance Legal Security and Leadership as needed.
In partnership with Finance build and maintain pricing and discount frameworks approval matrices and playbooks that scale across segments regions and partners.
Create and iterate financial models in partnership with Finance to assess deal profitability discount impact margins and payback; surface insights to guide negotiations and leadership decisions.
Improve the quote-to-cash workflow (e.g. CPQ Salesforce order forms SKUs usage metrics) driving consistency time-to-close and data quality.
Standardize order form templates and clause libraries; maintain guardrails for non-standard requests and clear escalation paths.
Partner with RevOps on forecast health pipeline risk and quarter-end execution; provide visibility on in-flight approvals and blockers.
Operationalize new monetization motions (e.g. usage-based pricing new packages channel/partner programs) and ensure downstream readiness.
Enable the field (AEs SEs CSMs) on pricing policies and deal strategy; deliver concise playbooks office hours and training.
Establish core KPIs and dashboards (cycle time approval SLA discount trends win rates gross margin) and drive continuous improvement.

About you:

6 years of experience in Deal Desk Finance/FP&A Sales Strategy/RevOps or related analytical roles in enterprise SaaS.
Proven track record structuring complex enterprise deals and advising sales on pricing packaging and commercial terms.
Strong financial modeling skills; ability to quantify trade-offs and guide data-driven decisions.
Deep familiarity with SaaS commercial agreements and common non-standard terms (e.g. MFN usage and true-up data/security liability/indemnity renewal/termination).
Hands-on experience with Salesforce; exposure to CPQ and quote-to-cash systems; comfort defining requirements with RevOps/IT.
Excellent stakeholder management and communication; calm under quarter-end pressure.
Owner mindset with bias for action clarity and repeatable process design.
Experience operationalizing usage-based pricing and/or multi-product packaging.
Background working with channel/partners and indirect motions.
International deal exposure (e.g. EU/Japan) and localization considerations.
Familiarity with public company controls and revenue recognition concepts.

Location:

This role is hybrid (4 days a week in our SF Bay Area offices) or US Remote

Compensation & Benefits:

Compensation offered will be determined by factors such as location level job-related knowledge skills and experience. Certain roles may be eligible for variable compensation equity and benefits.

We offer a comprehensive benefits package including competitive compensation Medical Vision and Dental coverage generous time-off policy and the opportunity to contribute to your 401k plan to support your long-term goals. When you join youll receive a home office improvement stipend as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events and provide healthy lunches daily to keep you fueled and focused.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. Were committed to an inclusive and diverse company. We do not discriminate based on gender ethnicity sexual orientation religion civil or family status age disability or race.

#LI-HYBRID

Required Experience:

Manager

About Glean:Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industrys most advanced enterprise search has evolved into a full-scale Work AI ecosystem powering intelligent Search an AI Assistant and scalable AI agents on one secure open platform. With over 10...

About Glean:

About the Role:

You will:

Serve as the first-line advisor to AEs on deal strategy pricing and commercial structures; propose options that balance customer needs with Gleans financial and risk guardrails.
Own the end-to-end deal review process for non-standard terms (pricing discounting order forms term/renewal usage data and privacy SLAs) coordinating with Finance Legal Security and Leadership as needed.
In partnership with Finance build and maintain pricing and discount frameworks approval matrices and playbooks that scale across segments regions and partners.
Create and iterate financial models in partnership with Finance to assess deal profitability discount impact margins and payback; surface insights to guide negotiations and leadership decisions.
Improve the quote-to-cash workflow (e.g. CPQ Salesforce order forms SKUs usage metrics) driving consistency time-to-close and data quality.
Standardize order form templates and clause libraries; maintain guardrails for non-standard requests and clear escalation paths.
Partner with RevOps on forecast health pipeline risk and quarter-end execution; provide visibility on in-flight approvals and blockers.
Operationalize new monetization motions (e.g. usage-based pricing new packages channel/partner programs) and ensure downstream readiness.
Enable the field (AEs SEs CSMs) on pricing policies and deal strategy; deliver concise playbooks office hours and training.
Establish core KPIs and dashboards (cycle time approval SLA discount trends win rates gross margin) and drive continuous improvement.

About you:

6 years of experience in Deal Desk Finance/FP&A Sales Strategy/RevOps or related analytical roles in enterprise SaaS.
Proven track record structuring complex enterprise deals and advising sales on pricing packaging and commercial terms.
Strong financial modeling skills; ability to quantify trade-offs and guide data-driven decisions.
Deep familiarity with SaaS commercial agreements and common non-standard terms (e.g. MFN usage and true-up data/security liability/indemnity renewal/termination).
Hands-on experience with Salesforce; exposure to CPQ and quote-to-cash systems; comfort defining requirements with RevOps/IT.
Excellent stakeholder management and communication; calm under quarter-end pressure.
Owner mindset with bias for action clarity and repeatable process design.
Experience operationalizing usage-based pricing and/or multi-product packaging.
Background working with channel/partners and indirect motions.
International deal exposure (e.g. EU/Japan) and localization considerations.
Familiarity with public company controls and revenue recognition concepts.

Location:

This role is hybrid (4 days a week in our SF Bay Area offices) or US Remote

Compensation & Benefits:

Compensation offered will be determined by factors such as location level job-related knowledge skills and experience. Certain roles may be eligible for variable compensation equity and benefits.

#LI-HYBRID

Required Experience:

Manager

Key Skills

Customer Service
Hotel Experience
Dentrix
Hospitality Experience
Dental Receptionist
Medical office experience
Office Experience
Dental Office Experience
Front Desk
Eaglesoft
Medical Receptionist
Phone Etiquette

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About Company

Glean

Glean was created to deliver healthy and fresh foods - made directly from fruits and vegetables - into your hands! Sweet Potato Flour & Pumpkin Flour now available. Our team is made up of a handful of passionate people who have worked in food and agriculture most of their careers - ... View more

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