Deal Desk Manager

Available Locations: Austin TX

About the Deal Desk Team

The Deal Desk team is a critical component of the Finance function acting as a strategic partner to the global Sales organization. We are responsible for partnering with sales to structure negotiate and close complex deals. We ensure that deals meet the requirements of good business (profitability compliance simplicity ease of execution scalability) while also keeping our customers best interest in mind. We are committed to leveraging technology and automation to improve our processes and provide a competitive advantage. We collaborate closely with Sales Legal and Operations to deliver innovative and effective deal structures that meet our customers needs and align with our business and financial objectives.

What youll do

As a Deal Desk Manager you will play a pivotal role in our sales process from initial deal scoping to final contract execution. Your primary responsibilities will include:

• Deal Structuring & Strategy: Partner with the sales team to develop winning commercial strategies for complex deals. Youll analyze pricing terms and conditions and perform margin analysis to create proposals that are competitive and financially sound.
• Negotiation Support: Advise and support the sales team during customer negotiations providing guidance on pricing terms and alternative deal structures to protect margin and profitability.
• Process Automation & Improvement: Identify and champion opportunities to leverage AI and automation to streamline deal processes from initial quote generation to final contract approval. You will actively look for ways to make the deal desk more efficient and data-driven.
• Training & Enablement: Educate the sales organization on best practices for deal structuring pricing and our GTM policies from a financial and business compliance perspective. You will be a subject matter expert and a go-to resource for the sales team including how new tools and automation can help them.
• Reporting & Analysis: Analyze deal performance metrics identify trends and provide insights to leadership to improve our pricing strategies and sales processes with a focus on financial performance and the impact of our automation efforts.

If youre excited by fast-paced innovation dedicated to driving global growth and want to help build a better internet wed love to hear from you.

Examples of desirable skills knowledge and experience

To succeed in this role you should be a strategic thinker with a strong financial acumen and the ability to thrive in a fast-paced technology-driven environment.

• Experience: You have 6-8 years of professional experience across Deal Desk Financial Planning & Analysis (FP&A) Revenue Operations or a similar role preferably in a SaaS or technology company; 3 years of deal desk experience is preferred.
• Financial & Sales Acumen: A solid understanding of SaaS metrics pricing models and financial concepts like ARR (Annual Recurring Revenue) Gross Margin churn and profitability. Experience with revenue recognition principles (e.g. ASC 606) is highly desirable. Experience selling software is a bonus.
• Contract & Pricing Knowledge: Experience with drafting and interpreting commercial contracts with a focus on terms that impact revenue recognition and financial risk. You also have a solid understanding of SaaS pricing models and therefore are able to analyze & recommend the best course of action for complex pricing & licensing situations.
• Analytical Skills: You can analyze complex data and use it to inform decisions and recommendations. Proficiency with data analysis tools (like Microsoft Excel or SQL) and experience building complex models is highly desirable.
• Process Automation Mindset: A genuine interest in and an eye for how AI and automation can improve business processes. Experience with or a desire to learn about tools for process automation business intelligence (e.g. Tableau Power BI) or AI-powered solutions is a significant plus.
• Communication & Collaboration: Excellent communication and interpersonal skills. You can build strong relationships with a diverse group of stakeholders and clearly explain complex financial and policy topics including new technologies to non-finance teams.
• Problem-Solving: You can identify challenges and opportunities and propose creative effective solutions that balance business needs with financial goals and leverage technology to do so.

Compensation

Compensation may be adjusted depending on work location.

Equity

This role is eligible to participate in Cloudflares equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses support caregiving build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs including parental pregnancy health medical and bereavement leave

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.

Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something youd like to be a part of Wed love to hear from you!

This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via e-mail at or via mail at 101 Townsend St. San Francisco CA 94107.