About the Role
You'll be the person a Theater Sales VP can't run the business without. This role merges Sales Operations and Deal Desk into one seat, allowing you to own the full commercial engine for your theater, including pipeline integrity, forecast accuracy, deal structuring, pricing approvals, and the quote-to-cash process. You will be embedded with the Theater VP, serving as a high-impact partner in strategy and execution.
What you'll be doing
- Serve as commercial deal partner on complex/non-standard deals, from early engagement through close
- Structure and review pricing, discounting, and contract terms for policy compliance
- Advise AEs on deal architecture and margin trade-offs
- Own CPQ and order form process, quote accuracy, and SLAs
- Manage escalations, looping in Finance/Legal with clear recommendations
- Own the regional forecast process, pipeline coverage modeling, and SFDC hygiene/dashboards
- Support quota-setting, territory planning, and QBR/pipeline reviews
- Act as primary interface between the field and RevOps, Finance, Legal, and People teams
What You Will Bring to the Role
- 5–8+ years in Sales Ops, RevOps, or combination, ideally B2B SaaS/enterprise software
- 3+ years directly in Deals Desk/SaaS quoting, quote to booking
- Deep Salesforce proficiency
- Proven ability to structure and close complex commercial deals (multi-year, multi-product, partner-involved)
- Strong analytical skills — pipeline modeling, forecast risk
- Executive presence, comfortable with VP-level stakeholders
- Solid understanding of SaaS revenue models/metrics (ARR, TCV, NRR, pipeline coverage)
- Ability to manage competing priorities across a fast-moving theater