Program Manager, Deal Desk Operations

Accountabilities: Own programmatic pricing initiatives for partnerships, franchises, networks, and promotions, developing pricing frameworks, intake processes, approval paths, and operational playbooks. Lead Deal Desk support for product launches by defining pricing guardrails, CPQ and SKU readiness, approval requirements, and seller guidance in collaboration with Product, Finance, and Enterprise Systems. Develop and deliver pricing enablement programs, including onboarding materials, training sessions, deal-structuring guides, and launch communications. Track adoption of pricing programs and enablement initiatives across the Sales organization. Design and implement approval matrix updates and process improvements, establishing clear communication around program changes, risks, and blockers. Identify opportunities to apply AI across Deal Desk workflows, prototyping agents, automations, and applications using tools such as Glean, n8n, Salesforce Agentforce, Gemini, ChatGPT, and Claude. Co-own the Deal Desk Pricing Tool and AI roadmap with GTM AI Operations, gathering user feedback, defining requirements and user stories, prioritizing the backlog, coordinating user acceptance testing (UAT), and driving launches. Manage production AI use-case costs, balancing model performance, token consumption, and operational efficiency. Serve as the Deal Desk subject matter expert for Salesforce and CPQ, coordinating with Business Intelligence and Enterprise Systems to ensure system changes are reflected accurately in reporting. Build dashboards and apply analytical rigor to evaluate Deal Desk policies, pricing recommendations, and commercial performance in support of financial objectives. Requirements: At least 5 years of operations experience in a high-growth technology company, particularly in Deal Desk, Sales Operations, Revenue Operations, Pricing, or Business Operations. Proven program management experience, including the ability to define ambiguous problems, align stakeholders, and deliver scalable processes, programs, and tools. Hands-on experience using generative AI in a professional environment, including prompt engineering and a working understanding of context windows, token costs, and agent guardrails. Familiarity with AI automation tools such as n8n or Python; experience developing automations is an advantage. Strong pricing and commercial knowledge, including average selling price (ASP), margins, credits, annual recurring revenue (ARR), and annual contract value (ACV). Experience with partner, channel, franchise, or other programmatic pricing models is preferred. Practical experience with Salesforce and Configure, Price, Quote (CPQ) systems. Familiarity with Contract Lifecycle Management (CLM) platforms such as Ironclad is preferred. Strong SQL proficiency and experience building dashboards using business intelligence tools such as Hex or Tableau. Excellent presentation development and storytelling skills, with the ability to communicate complex information clearly and persuasively. Exceptional written and verbal communication skills, attention to detail, sound judgment, and a proactive, action-oriented approach. Ability to work effectively across multiple functions in a fast-paced, hands-on environment. Benefits: Annual compensation varies by geographic location: San Francisco, California: $144,000–$198,000. New York City metropolitan area and Seattle, Washington: $125,000–$172,000. Other US locations: $126,000–$173,000. Potential eligibility for restricted stock units, depending on the role and applicable compensation arrangements. Health, pharmacy, vision, and dental coverage, subject to eligibility. 401(k) contribution. Paid time off and paid sick leave. Short-term and long-term disability coverage. Life insurance. Fully remote work arrangement within the United States. Some interviews or new-hire training sessions may take place in person at a company office.