Jobs and Careers

Deal Strategy & Operations Manager

San Francisco, United StatesRemotefull_timeVerifiedPosted 26 Jan 2026

About the role

Cresta is on a mission to turn every customer conversation into a competitive advantage by unlocking the true potential of the contact center. Our platform combines the best of AI and human intelligence to help contact centers discover customer insights and behavioral best practices, automate conversations and inefficient processes, and empower every team member to work smarter and faster. Born from the prestigious Stanford AI lab, Cresta's co-founder and chairman is Sebastian Thrun, the genius behind Google X, Waymo, Udacity, and more. Our leadership also includes CEO, Ping Wu, the co-founder of Google Contact Center AI and Vertex AI platform, and CTO & co-founder, Tim Shi, an early member of Open AI. We’ve assembled a world-class team of AI and ML experts, go-to-market leaders, and top-tier investors including Andreessen Horowitz, Greylock Partners, Sequoia, and former AT&T CEO John Donovan. Our valued customers include brands like Intuit, Cox Communications, Hilton, and Carmax and we’ve been recognized by Forbes and Bain Consulting as one of the top private AI companies in the world. Join us on this thrilling journey to revolutionize the workforce with AI. The future of work is here, and it's at Cresta.

About the Role:

Cresta is seeking a Deal Strategy & Operations Manager to serve as a senior individual contributor and strategic partner on our Commercial Strategy & Operations team. This role owns the strategy and execution of Cresta’s most complex, non-standard enterprise deals, acting as the quarterback from quote to close.

Reporting to Lauren Jungers, Sr. Director of Commercial Strategy & Operations, this role works closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta’s long-term business interests.

This is an individual contributor role (no direct people management).

What You’ll Do

Deal Strategy & Execution

Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions
Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience
Own approval workflows and act as escalation owner from first quote through final signature
Translate deal data, discount trends, and outcomes into actionable insights
Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy
Ensure deal structures align with revenue recognition principles and company financial goals

Process & Systems Modernization

Drive end-to-end improvements across the quote-to-cash lifecycle
Define business requirements and partner with systems teams on Subskribe, CLM, and Salesforce enhancements
Lead UAT and rollout of new deal processes and tooling
Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives
Standardize and document workflows to enable speed and scale

Enablement & Advisory

Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy
Contribute to and maintain a self-service Deal Strategy Playbook

What We’re Looking For:

5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations
Proven ownership of complex enterprise SaaS deals from quote to cash
Hands-on experience administering or optimizing CPQ tools (Subskribe preferred)
Strong Salesforce fluency across quoting, approvals, and deal reporting
Solid understanding of enterprise SaaS contracting concepts (order forms, MSA, DPA, SOW)
Exceptional communication skills with high emotional intelligence; able to influence without authority
Comfortable navigating ambiguity and making judgment calls in fast-paced environments