Manager, Deal Desk

ABOUT US
Acceldata is the market leader in Enterprise Data Observability. Founded in 2018 and backed by top investors including Insight Partners, March Capital, Lightspeed, Sorenson Ventures, Industry Ventures, and Emergent Ventures, we are a Series-C funded company headquartered in Silicon Valley.
 
Our Enterprise Data Observability Platform—the first of its kind—helps enterprises build and operate world-class data products by ensuring data is reliable, trusted, and ready to power today’s most critical technologies, including AI, LLMs, Analytics, and DataOps.
 
Delivered as a SaaS solution, Acceldata is trusted by leading global organizations such as HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hershey’s, Dun & Bradstreet, and many more.

WHY THIS ROLE MATTERS: Acceldata is the leader in enterprise data management, helping the world’s largest organizations build and operate enterprise grade data products. As we scale, the way we structure and close complex deals is a direct lever on revenue, margin, and customer trust. We have a talented, highly motivated and fast moving team, and you’ll have the opportunity to apply your skills and insights and constantly learn in a high-growth environment. You won’t inherit a mature machine, you’ll continue to build it. This is a rare chance to transform a function, set the standard, and grow it into a team, while making an immediate impact on every strategic deal we run. If you’re an owner who loves collaborative problem solving and building fast, scalable processes, we’d love to meet you.

RESPONSIBILITIES: Run Enterprise Deal Flow Serve as the trusted deal partner for the field on complex, high-value enterprise opportunities; from deal structuring and quoting through approvals and signature. Structure contracts and licensing with the world’s largest companies: leveraging consumption/usage-based models, multi-year & ramped commitments, co-sell and marketplace transactions, and enterprise frameworks. Own the quote-to-contract path: ensure accuracy, enforce approval workflows, and keep deals moving with urgency, especially at quarter- and year-end. Be the connective tissue across Sales, Finance, Legal, Product, and Revenue Operations; driving alignment and fast, sound decisions on pricing, terms, and deal optimization. Build the Function Design and mature Deal Desk processes, approval matrices (delegation of authority), and playbooks from a maturing baseline into a scalable, referenceable and repeatable system. Optimize and extend the tooling stack (CRM/CPQ/CLM and approval workflows), partnering with Revenue Operations to automate manual steps, reduce cycle time, drive adoption and improve standardization. Identify gaps proactively and close them using automation, AI, and clean data to improve deal velocity, quote accuracy, and margin protection. Translate sales team and customer feedback into process improvements, and codify what “good” looks like as the team and deal volume grow. Protect the Business & Enable Sales Safeguard pricing integrity and margin while keeping the path to “yes” fast and predictable for reps. Partner on pricing strategy and packaging; surfacing insights from the deal pipeline to inform discounting guardrails and commercial policy. Build sales enablement and self-serve guidance so reps know how to structure deals correctly the first time. Lay the foundation for a future team: documentation, standards, and scalable processes that a growing Deal Desk can run on.

REQUIREMENTS: 4-6 years in deal desk, sales operations, revenue operations, enterprise sales, contracts/commercial, or a comparable role; or a track record that proves you can learn this fast. We care more about horsepower and judgment than a specific title. Strong command of the most critical components of an enterprise deal: pricing and discounting, commercial structure, and core legal concepts (MSAs, order forms, redlines, liability, term/renewal). Proven ability t