Deal Desk and RevOps Manager

Honeycomb defined the concept of observability and is raising expectations of what our developer tools can do! Honeycomb is the observability platform that enables engineering teams to find and solve problems they couldn't before. It enables engineers to answer novel questions about their ever-evolving cloud applications, so they can deploy confidently, resolve incidents faster and focus on high-value work that drives innovation. We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 150-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!!
In this Deal Desk and Revenue Operations Manager, you’ll be a joining a growing Revenue Operations & Enablement team, helping us to strengthen our go-to-market processes to sell faster and more intelligently. This is an exciting opportunity for someone with excellent command of deal desk processes alongside Finance and systems (including Salesforce and CPQ) who’s seeking more experience within Revenue Operations and Enablement. We anticipate core deal desk responsibilities to ultimately comprise 50% of this role’s efforts, and the remaining focus on developing new capabilities across the Revenue organization.
We’re seeking for a candidate who’s comfortable building and improving our RevOps foundations, often in an ambiguous environment, which requires us to roll up our sleeves and take a few steps back to achieve giant leaps forward. This means we spend time in the less glamorous work of cleaning our data, standardizing reporting, and debugging systems issues to solidify RevOps’ value to our organization as proactive enablers of GTM.
Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.
How We WorkWe are a remote-first company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1

What You'll do in the Role

• This role will initially focus on developing a deal desk process, data, and technology to support the management of new logo, renewal, and expansion contracts, supporting sellers and sales leadership in the field to close deals faster, while mitigating risk to the business by managing deal terms, exception processes, discount approvals, and supporting innovative deal structures to win.
• Leverage data developed through the deal desk process to identify trends, potential innovation, and friction points for the teams, enabling improved effectiveness and efficiency of the process ongoing.
• Collaborate with Finance to further streamline Honeycomb’s sales commissions and spiff programs, as well as owning the monthly and quarterly communications to management, AEs, SAs, and SDRs for commissions compensation and quota retirement.   
• Develop new mechanisms to address emerging strategic priorities, partnering with the cross-functional teams that play key roles in our sales engagements. Examples include:
• Manage our Account Plan and Mutual Success Plan mechanisms and closely tracking how different cohorts of accounts move through our pipeline
• Support our international expansion and ICP analysis and strategy
• Partner with Sales Enablement to assess the effectiveness of our sales methodologies in the field
• Support our Ecosystems team by building mechanisms and infrastructure to facilitate their growth
• Help Honeycomb define and reinforce a sales cycle that leverages the spectrum of our cross-functional teams from deal inception through close

What You'll Bring

• 3-5 years managing deal desk operations and design, partnering with Sales, Finance, Customer Success, and Revenue Operations, and Sales Enablement
• Deep experience working with Salesforce Sales Cloud and CPQ, collaborating with Systems Administrators to relay process enhancements and how to design an exceptional deal desk system
• Exposure to ASC 606 Revenue Recognition and/or familiarity with a consumption business model, as well as past partnership with legal teams or first-hand legal experience
• Strong analytical skills, use of Excel and BI tools, and understanding of sales funnel