Manager, Sales Strategy & Operations Lead - Deals Desk

Sales Mill Valley, California


Our mission is to help people everywhere find a job and company they love.  We are changing how people search for jobs and how companies recruit top talent.

The Sales Operations Lead, Deals Desk will help to accelerate deal cycles to close and maximize revenue by partnering with our Enterprise sales reps in proposal building, pricing, quote generation and opportunity management in the effort to structure profitable and compliant transactions. In addition, you will add strategic value by highlighting process inefficiencies and areas in need of enablement or definition, and working with multiple departments directly with the field sales team to ensure deals are being supported to the highest standard possible.

You will partner with the VP of Enterprise and team Directors on policy and process, balancing customer and Glassdoor needs. You will be a proactive partner to the Sales organization on key upcoming deals, and be the voice of Sales back to the core sales operations team on needs and proposed updated to policy.

Some of the things you’ll be doing:

  • Review proposals / quotes and provide Sales with deal structure and pricing guidance to optimize profitability, meet strategic corporate goals, and accelerate deal closure
  • Ensure that sales proposals adhere to established corporate strategies as well as legal, billing, and rev rec policies, and present a solid understanding of product offerings
  • Analyze deal structure, business terms, pricing and impacts on both top and bottom lines working closely with the product marketing / pricing team
  • Approve/Reject/Escalate proposals based on thorough analysis and business judgement
  • Present large and/or strategic deals to management team for review
  • Create process and lead deal team committee to bring together necessary stakeholders to provide commercial / strategic guidance including product and finance
  • Provide consultative guidance to sales reps, as well as other supporting business units
  • Evaluate current processes and offer recommendations for areas of improvement
  • Identify potential training issues and coordinate with Sales Enablement to develop & communicate said issues to all necessary business functions
  • Ad-hoc projects and analysis (e.g. field testing, in-depth pricing analysis, etc.)

Who You Are and What You Do:

  • 3-5+ years deals desk / sales administration or sales operations experience
  • Experience in structuring multi-element (subscriptions, services and products) contracts
  • Excellent business acumen, decision-making and problem-solving skills
  • Experience in data analysis, modeling and/or financial analysis. Expertise in Excel and Salesforce required.
  • Strong communication/interpersonal skills; able to build relationships and influence cross-functionally.
  • High level of accountability; proven ability to take ownership and solve problems. Dedication to excellent customer service. Self-motivated, able to work independently as well as contribute to a team
  • Can operate in intense environments at each quarter close and work within tight deadlines
  • Bachelor’s Degree required; quantitative discipline preferred (Engineering, Math, Economics, etc.)

Why Glassdoor?

  • Work with purpose – join us in creating transparency for job seekers everywhere
  • Glassdoor gives back! Glassdoor is a Pledge 1% member; all employees receive 3 paid volunteer days per year
  • 100% company paid medical/dental/vision/life coverage; 85% dependent coverage
  • Equity in a late stage startup backed by top-tier VCs
  • Sunny & peaceful Mill Valley offices located right on the water
  • Walking, running and biking trails steps away from the office
  • Onsite gym and fitness classes
  • Free catered lunch; new menu daily
  • Paid holidays and flexible paid time off
  • Your choice between Mac or PC
  • Dog-friendly office (with dog-free zones if you are so inclined)
  • Free parking

Glassdoor is committed to equal treatment and opportunity in all aspects of recruitment, selection, and employment without regard to gender, race, religion, national origin, ethnicity, disability, gender identity/expression, sexual orientation, veteran or military status, or any other category protected under the law. Glassdoor is an equal opportunity employer; committed to a community of inclusion, and an environment free from discrimination, harassment, and retaliation.