Antithesis

Manager, Deal Desk

Vienna, VA, USA. Posted 19 days ago

The role

You will build and run the Deal Desk function from the ground up. You will partner with Sales, Finance and Legal to structure complex deals and improve pricing discipline.

What you will do

  • Own Deal Desk day to day including deal structuring, reviews, approvals and escalations.
  • Partner with Account Executives on usage commitments, ramps, multi-year terms, payment terms, renewals, expansions and co-term structures.
  • Model ACV, TCV, discounting, usage economics and margin and recommend commercially sound structures.
  • Protect long-term contract value and margin by evaluating the downstream impact of pricing, discounts and non-standard terms.
  • Identify pricing inconsistencies, approval bottlenecks, process gaps and recurring deal friction.
  • Leverage AI to find efficiencies and strategic gains in the process.
  • Own and optimize DealHub workflows, approvals, quote templates and CRM integration.
  • Build and enforce pricing guides, playbooks and guardrails.
  • Track deal cycle time, approval turnaround, discounting, exceptions and SLA performance.

Required qualifications

  • 5+ years in Deal Desk, Revenue Operations, Sales Operations, FP&A or a similar role in B2B SaaS or enterprise software.
  • Experience structuring complex enterprise deals, including usage-based pricing, multi-year agreements, co-term renewals and non-standard commercial terms.
  • Experience with DealHub or another CPQ platform, including approvals, quoting workflows and process optimization.
  • Experience with Ironclad or other CLM tools
  • Strong financial modeling skills and working knowledge of SaaS metrics and ASC 606.
  • Familiarity with enterprise contracting, including payment terms, renewals, co-terming and commercial exceptions.
  • Strong commercial judgment.
  • High trust and ownership.
  • High EQ with persistence.
  • Comfort with ambiguity.

Nice to have

  • Experience supporting usage-based or infrastructure software businesses.
  • Experience building or improving Deal Desk processes in a scaling organization.
  • Experience with marketplace transactions, including AWS Marketplace, is a plus.
  • Experience as an early Deal Desk or RevOps hire at a high-growth startup is a plus.

About the company

Antithesis is an equal opportunity employer.