Deal Strategy & Operations Manager

The role

This individual contributor will own the strategy and execution of complex, non-standard deals. You will partner with Sales, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue.

What you will do

• Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions
• Build creative deal structures, pricing models, and commercial terms
• Own approval workflows and act as escalation owner from first quote through final signature
• Translate deal data, discount trends, and outcomes into actionable insights
• Lead win/loss and deal retrospectives
• Ensure deal structures align with revenue recognition principles and company financial goals
• Drive end-to-end improvements across the quote-to-cash lifecycle
• Define business requirements and partner with systems teams on CPQ, CLM, and Salesforce enhancements
• Lead UAT and rollout of new deal processes and tooling
• Provide ongoing training to Sales on pricing, deal construction, and quoting

Required qualifications

• 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations
• Proven ownership of complex enterprise SaaS deals from quote to cash
• Hands-on experience administering or optimizing CPQ tools
• Strong Salesforce fluency across quoting, approvals, and deal reporting
• Solid understanding of enterprise SaaS contracting concepts (order forms, MSA, DPA, SOW)
• Exceptional communication skills with high emotional intelligence
• Comfortable navigating ambiguity and making judgment calls in fast-paced environments
• Based in India, working standard IST business hours (8:30 AM to 6:30 PM) with availability for one late-day team call per week

Nice to have

• Salesforce Admin experience or certification
• Legal, contract management, or pricing strategy background
• Prior sales or customer-facing experience

Benefits

• Competitive compensation
• Equity
• Comprehensive benefits

Before you apply

• May use AI tools in recruiting process which require human review and oversight
• Do not authorize candidates to record or use AI transcription of any interview

About the company

Cresta's unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence. The company was born from the Stanford AI Lab and has raised more than $270 million.