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Deal Desk Manager
Deal Desk ManagerCyberhaven • San Francisco, CA, US
Deal Desk Manager

Deal Desk Manager

Cyberhaven • San Francisco, CA, US
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Deal Desk Manager

The Deal Desk Manager serves as a strategic partner to Sales, Channel, and Finance leadership - driving scalable, compliant, and efficient deal execution across direct and partner-assisted sales motions. This role oversees the end to end quote-to-order process, governs pricing and discounting policies, and ensures that both direct and channel transactions align with commercial guidelines. You will act as the operational hub connecting Sales, Channel, Legal, and Finance balancing deal velocity with compliance discipline.

Deal Structuring & Commercial Governance :

  • Serve as the primary advisor to Sales on deal structure, pricing, and commercial terms by helping to optimize both revenue and profitability
  • Review, approve, and troubleshoot quotes, order forms, and renewals for compliance with pricing, discount, and approval thresholds
  • Support complex, multi-year, and co-sell / partner transactions
  • Develop and maintain deal playbooks, approval matrices, and pricing guardrails that guide the sales organization
  • Partner with Legal and Finance to resolve escalations involving non-standard terms, billing structures or exceptions.

Channel Operations :

  • Partner closely with Channel team to operationalize the channel motion within Salesforce, Impartner and Dealhub
  • Own governance for deal registrations, referral tagging and partner attribution - ensuring accurate and auditable channel bookings
  • Maintain and enforce rules for partner eligibility, deal protection, and conflict resolution across territories and segments
  • Collaborate with Finance to manage partner related payments, referral fees, and revenue-sharing models
  • Support Channel QBRs and operational reviews with insights into partner pipeline, sourced bookings and conversion rates

    • Cross-Functional Collaboration :

  • Partner with Sales, Legal, Finance and Channel teams to streamline approvals and reduce deal cycle time
  • Support the Director of Sales Operations in defining, communicating and enforcing deal and channel policies across the GTM organization
  • Provide feedback loops from field and partner teams to refine pricing strategy, discount tiers and program rules

    • Analytics & Enablement :

  • Track and report on key deal desk and channel KPIs, including average discounts, approval cycle time, deal velocity, and policy compliance
  • Deliver insights on partner-sourced vs. partner-influenced revenue, highlighting channel contribution to bookings and pipeline
  • Lead data validation and audit efforts for bookings to support Finance and compliance needs
  • Conduct periodic policy audits to ensure alignment between systems, process documentation and commercial frameworks
  • Create and deliver enablement materials for Sales and Channel teams on quoting, partner tagging and deal registration best practices

    • 4 - 6 years of experience in Deal Desk, Sales Operations, or Revenue Operations, preferably in a SaaS or high growth technology company.

    Strong understanding of quote-to-cash processes, deal registration, channel programs, pricing strategy, and SaaS revenue mechanics

    Hands-on experience with Salesforce CRM, CPQ Tools (Dealhub preferred), and Partner Portals (Impartner preferred)

    Demonstrated ability to navigate complex approvals and balance business agility with policy adherence

    Proven experience collaborating cross-functionally with Sales, Legal, Finance and Channel teams

    Excellent communication, analytical, and problem-solving skills with a high attention to detail

    Joining Cyberhaven is a chance to revolutionize data security. Traditional tools fall short, but we've reimagined protection with AI-enabled data lineage that analyzes billions of workflows to understand data, detect risk, and stop threats. Backed by $250M from leading investors like Khosla and Redpoint, our team includes leaders who built industry-defining technologies at CrowdStrike, Palo Alto Networks, Meta, Google, and more. This role lets you shape the future of data security, alongside experts driven to help customers protect their most valuable information.

    Cyberhaven is committed to creating a diverse environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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    Manager Deal Desk • San Francisco, CA, US