Deal Desk Manager

Exa
San Francisco
Workplace: OnsiteFull timeUSD 190,000 - 275,000 annuallyFunction: Revenue Operations (RevOps)Experience: 6+ yearsSkills: ["Judgment","Pragmatism","Data-driven modeling","Ownership","Ability to write process"]

Build Exa’s deal desk from scratch by creating deal structures, pricing guidance, and an approval matrix that speeds turnaround while holding up to audit and bookings discipline. Own quote-to-cash governance end-to-end, partner with Legal and Finance on order forms and billing accuracy, and maintain data quality at close. Collaborate in deal reviews, enable field teams on pricing/packaging, and automate routing and self-service quoting in Salesforce.

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FursaFursa
Exa
Exa
1 day ago

Deal Desk Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 9 hours agoStatus: Live

Job Summary

Build Exa’s deal desk from scratch by creating deal structures, pricing guidance, and an approval matrix that speeds turnaround while holding up to audit and bookings discipline. Own quote-to-cash governance end-to-end, partner with Legal and Finance on order forms and billing accuracy, and maintain data quality at close. Collaborate in deal reviews, enable field teams on pricing/packaging, and automate routing and self-service quoting in Salesforce.
Location: San Francisco
Workplace: Onsite
Employment Type: Full time
Job Function: Revenue Operations (RevOps)
Seniority: Manager level

Key Responsibilities

  • •Build and run deal structuring and pricing guidance, including pricing scenarios, commercial tradeoffs, and consumption deal architecture (tiers, rate cards, overage/true-ups, ramps, multi-year structures).
  • •Design and govern quote-to-cash approval workflows and delegation of authority, generate quotes and order forms end-to-end (including CPQ templates), and partner on legal redlines and non-standard terms.
  • •Drive handoff into Finance and billing to ensure signed terms match invoicing (start dates, billing schedules, subscription and consumption records) and maintain an audit trail for exceptions.
  • •Own bookings discipline and revenue governance by applying bookings policy and metrics, including treatment of bookings, ramps, debookings, downgrades, and mid-term amendments; ensure opportunity data quality at close.
  • •Act as commercial partner in deal reviews and forecast calls, enable sales on pricing/packaging and approval mechanics, publish desk scoreboards, and automate routing/self-service quote paths for scale.

Pay and Benefits

Salary: USD 190,000 - 275,000 annually
Equity and Bonus:Equity

Key Requirements

  • •6+ years in deal desk, deal strategy, order management, sales operations, or commercial finance at high-growth B2B technology companies, including owning a deal process end-to-end.
  • •Experience structuring consumption or usage-based commercial agreements with committed spend, overage, true-ups, and ramps.
  • •Fluency in enterprise contracting mechanics (order forms, MSAs, DPAs, security addenda) and terms that impact commercials.
  • •Strong Salesforce fluency with hands-on quoting/CPQ and approval automation.
  • •Ability to model deal economics and defend numbers, with judgment to reject bad structures and find workable options.
Experience:6+ yearsDeal deskUsage-basedHigh-growth B2B technologyEnterprise contractingSales operations
Skills:JudgmentPragmatismData-driven modelingOwnershipAbility to write process
Tech Stack:SalesforceCPQOrder formsASC 606IroncladDocuSignStripeMetronomeOrbZuoraMSADPA

Company Brief

Exa
Builds an embeddings-based neural search engine and web search API for AI applications, offering crawling, retrieval, and deep research tools to serve developers and AI agents with up-to-date web knowledge.
Industry: API Platforms
Company Size: Small (11 to 50 employees)
Growth: Scaleup
Valuation: USD 500M to 1B
Funding: Series B
Headquarters: San Francisco, United States
Founded: 2021
WebsiteLinkedIn