Deal Desk Specialist

Why this role is on the menu

Instacart's Sales organization is at an inflection point. New products, pricing models, and acquisitions are making every deal more complex, and the processes behind them need to scale just as fast. We're hiring a Deal Desk Specialist to make every deal fast, well-structured, and compliant, so Sales can close with confidence and Finance, Tax, and Legal can trust what gets booked. This role sits at the intersection of Sales and Finance, and the person who fills it will have a direct line of sight to deal velocity, revenue quality, and the health of our Quote-to-Cash process.

What you'll cook up in your first year

• Deal Velocity: Deals move from quote to close without friction. Pricing, discounting, and structure are reviewed and approved quickly and correctly, so Sales spends its time selling instead of chasing approvals.
• Risk & Compliance: Contract risks are spotted before signature, and every deal aligns with ASC 606 and our approval policies, giving Finance, Tax, and Legal confidence in what gets booked.
• Quote-to-Cash Excellence: Our Salesforce/CPQ Quote-to-Cash process runs cleanly end to end. It is documented, consistent, and easy to follow, with issues caught and fixed before they reach a customer or the books.
• Cross-Functional Partnership: Sales, Finance, Tax, and Legal work from one shared playbook, and teams across Instacart are trained on deal best practices and know exactly when and how to engage Deal Desk.
• Scalable New Programs: New products, pricing models, and acquisitions are operationalized from day one. Each is owned from kickoff to rollout, with processes in place before volume arrives.

The secret ingredients we're looking for

You're proactive, tactful, and detail-obsessed: someone who spots problems before they land and arrives with a proposed solution. You're humble, professional, and positive with stakeholders, driven by doing the right thing, finding win-win outcomes, and being both efficient and thorough. You build trust easily in a remote environment, work independently, and stay flexible as priorities shift, thriving in a fast-paced, entrepreneurial setting inside a large company.

Must-have pantry staples (Minimum Qualifications)

• Bachelor's degree in Business Administration, Finance, Accounting, or Economics
• 4+ years of experience in Deal Desk, Auditing, Finance, Partnerships, Brand Management, and/or Revenue Accounting
• Experience working with sales organizations, and communicating across the sales team and outside vendors
• Ability to read complex contracts and evaluate risk
• Understanding of ASC 606
• Understanding of Quote-to-Cash processes in SFDC/CPQ
• Proficiency in Excel
• Strong analytical, organizational, and time management skills with excellent attention to detail
• Experience with using AI solutions to enhance current processes and workflows

Optional garnishes (Preferred Qualifications)

• Salesforce experience
• CPQ experience
• Experience with Google Workspace (Docs, Sheets, Slides)

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