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Responsibilities
Picture this—an Account Executive closes the biggest deal in Expel history, helping the company make its annual number, and you structured the deal that made it happen. Sound exciting? Then keep reading.Deal Desk is where Sales, Legal, and Finance either work as one team or grind against each other. Our next Senior Deal Desk Manager is the person who makes it the former: pricing and structuring deals with reps, pressure-testing terms with Legal, protecting revenue recognition and margin with Finance, and getting all three to a fast, defensible "yes."What Expel can do for youGive you real ownership of the quoting, approval, and contracting process—and the room to fix what's brokenPut you at the table with Sales, Legal, and Finance leadership on the deals that matter mostOffer an environment that values your work, ideas, and creativityProvide the tools, technology, and cross-functional support you need to run an effective Deal DeskGive you a front-row seat to how a growing cybersecurity company actually sellsWhat you can do for ExpelWith SalesBe the go-to for the field on quoting, pricing scenarios, discount structures, and non-standard termsCoach reps and managers on structuring opportunities early, so complexity surfaces before the last week of the quarterRun approvals end to end—build the deal package, drive it through the chain, and bring the decision and the reasoning back to the repWith LegalAct as the business-side counterpart on contract negotiations—translate commercial intent into terms Legal can paper, and legal risk into trade-offs Sales can act onMaintain the fallback and playbook library for commonly negotiated terms so standard redlines don't need escalationWith FinanceMake sure every closed deal holds up: revenue recognition, ARR classification, billing terms, margin thresholds, and approval documentationSupport quarterly close and audit with clean deal records and a defensible approval trailGive Finance forward visibility into late-stage pipeline, discount trends, and deal structures that move the forecastAcross the boardOwn and improve the quoting, approval, and contracting stages of our lead-to-cash processWork with Revenue Operations and Business Systems on Salesforce and CPQ configuration, approval workflows, and reportingUse data to understand what's working, what's not, and what to do nextWhat you should bring with you5–8 years of experience, including 3+ years in Deal Desk, sales operations, or revenue operations at a technology company—SaaS strongly preferredExperience supporting an enterprise or mid-market SaaS sales team through complex, negotiated dealsWorking knowledge of SaaS revenue fundamentals: revenue recognition, ARR definitions, contract structures, and standard commercial termsHands-on skill with Salesforce and Salesforce CPQ, including approvals and quote configuration, plus strong Excel and Google Sheets chopsThe judgment to know when to solve, when to escalate, and how to tell a rep no without losing their trustStrong active listening and conflict management skills—you build consensus across stakeholders with competing incentivesCybersecurity or managed security experience is a plus, not a requirementAdditional notesApplicants must reside within the continental United States, and can work remotely or from our Expel HQ office in Herndon, VA. Occasional travel will be required.The base salary range for this role is between $115,000 USD and $160,000 USD + variable eligibility and equity. While the full salary band reflects our long-term compensation framework, we're primarily targeting candidates between $129,000 and $149,000 based on experience, skills, and market data.We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data.You'll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.We're only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.We're an Equal Opportunity Employer: You'll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.We'll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.
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