Senior Manager of Deal Desk

Role overview

Join Fleetio as Senior Manager of Deal Desk. You will own and evolve the deal desk function at scale, building commercial policy, approval architecture, and deal governance systems. The role is a strategic partner to Sales, Partnerships, Finance, Revenue Operations, and Legal, reporting to the Director of Revenue Operations.

Responsibilities

• Own and operate the deal desk end-to-end, including:
  • Deal review
  • Approval routing
  • Exception management
• Act as a senior commercial advisor to Sales, Partnerships, and executive leadership on complex, strategic, non-standard deals.
• Analyze pricing, discounting, and deal performance trends to identify opportunities for productivity improvements.
• Build/refine the commercial policy framework and deal governance systems to drive sustainable, profitable growth.

Requirements

• Proven ability to operate with high autonomy in a fast-moving environment; set priorities and make judgment calls under ambiguity.
• Strong analytical skills, including experience with Salesforce and financial modeling tools.
• Demonstrated capability to evaluate deal economics and recommend approaches balancing growth, profitability, and risk.
• Experience owning deal review processes, approval workflows, or discounting policy management for SMB, mid-market, and enterprise deals.
• Strong understanding of SaaS business models, contract structures, and discounting methodologies.
• 6+ years experience in Deal Desk, Revenue Operations, or commercial finance in B2B SaaS, including at least 2 years as a senior individual contributor or lead.
• Strong communication skills to explain complex commercial concepts across Sales, Partnerships, and Finance.

Nice to have

• Ability to incorporate AI-powered tools into day-to-day workflows to improve efficiency and accelerate analysis.