Deal Desk Manager
US$190,000 – US$275,000 / yr base salary
Posted 13 Aug 2026
BranchFactor Summary
The original posting with the fluff stripped out
- Expected experience
- 6+ yrs
- Management level
- Individual contributor
- Employment
- On-Site
- Contract
- Full-time
| Base salary | US$190,000 – US$275,000 / yr |
|---|
THE ROLE
We’re hiring a Deal Desk Manager to build Exa’s deal desk from scratch. This function with standardize how we craft commercial deals with our Prospects & Customers, while also serving as the escalation point for structuring creative and complex deals that are beneficial to Exa and our Customers.
Today that complexity is absorbed deal by deal across the field, RevOps, Finance, and the co-founders. Your job is to replace that with a real desk: standard structures, clear approval thresholds, fast turnaround, and a bookings discipline that holds up to board and audit scrutiny, without becoming the bottleneck that slows deals down.
If you’re compelled at the prospect of building the foundation of Deal Desk where you write the pricing playbook, own the approval matrix, stand up the quoting process, and be the single accountable owner of how a deal gets structured and booked, then this is the role for you.
WHAT YOU’LL OWN
Deal Structuring & Pricing Guidance
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Be the first call for AEs on any non-standard deal: structure options, pricing scenarios, commercial tradeoffs, and the fastest credible path to approval.
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Own the commercial architecture of consumption deals: committed spend tiers, rate cards, overage and true-up mechanics, minimums, rollover, ramped commitments, and multi-year structures etc.
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Build data driven discount and pricing guidance that gives sellers real latitude inside defined bands, so only genuine exceptions escalate.
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Model deal economics before signature: effective rate, blended discount, ARR vs. TCV vs. consumption risk, and the margin implications of committed-use pricing.
Quote-to-Cash & Approval Governance
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Design and run the approval matrix and delegation of authority: what an AE can approve, what needs Sales leadership, what needs Finance involvement, and ultimate escalation to founders + CRO.
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Own quoting and order form generation end-to-end, including CPQ configuration and templates that clear standard shapes without legal review.
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Partner with Legal, internal and outside counsel, on redlines and non-standard terms
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Drive the handoff into Finance and billing so what is signed is what is invoiced - correct start dates, billing schedules, and subscription plus consumption records.
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Maintain a complete audit trail on every exception granted, so approvals are defensible and patterns become visible over time.