Senior Manager, Deal Desk & Deal Strategy

The Role

The Senior Manager, Deal Desk & Deal Strategy will lead ThoughtSpot’s global Deal Desk organization, supporting all deal motions—from standard to highly complex, strategic transactions. This role partners closely with Sales, Finance, Legal, Revenue, and Executive Leadership to ensure deals are structured intelligently, approved efficiently, and informed by data-driven insights.

This leader owns both deal execution, process improvement, approval workflow, governance, and strategy, ensuring consistent operational excellence while providing strategic guidance on complex deals. This role is ideal for a leader who thrives in a fast-paced, fast-growing organization and can scale global operations while maximizing commercial outcomes.

What You'll Do:

Global Deal Desk & Strategic Deal Leadership

• Lead and oversee a global Deal Desk team supporting all deals across regions and segments

• Establish coverage models, SLAs, and operating rhythms to support a global, fast-moving sales organization

• Ensure consistent application of pricing, discounting, and deal policies worldwide

• Provide strategic guidance on complex and high-value deals to maximize revenue, margin, and long-term customer value

• Personally advise on pricing strategy, deal economics, contract terms, and negotiation approach for strategic opportunities

• Model scenarios and provide recommendations for executive decision-making on high-impact deals

• Balance deal velocity with margin protection, risk management, and long-term customer value
   

Deal Governance & Policy

• Define, enforce, and continuously improve deal desk policies, approval frameworks, and escalation paths

• Ensure consistency across pricing, discounting, contract terms, and deal economics

• Partner with Finance and Revenue to ensure alignment with revenue recognition, compliance, and controls
   

Analytics, Reporting & Insights

• Own global deal desk analytics and reporting, providing insight into:

  - Deal cycle time and bottlenecks
  - Discounting and margin trends
  - Exception rates and approval patterns
  - Renewal vs. expansion mix and deal quality

• Deliver strategic insights to Sales and Executive Leadership to influence pricing and GTM strategy

• Partner with Salesforce Operations to ensure accurate data capture, reporting, and dashboards
   

Cross-Functional Collaboration

• Act as the central coordination point between Sales, Finance, Legal, Revenue, and Operations

• Facilitate fast, informed decision-making on high-impact deals

• Present deal recommendations, trade-offs, and risks to senior and executive stakeholders

Process Optimization & Scale

• Drive continuous improvement of deal desk workflows, tooling, and automation

• Partner with Salesforce Operations on CPQ, approvals, and reporting enhancements

• Scale processes to support growth in a fast-paced, fast-growing environment while maintaining strong governance

Team Leadership & Development

• Hire, coach, and develop Deal Desk team members globally

• Set clear expectations, performance metrics, and career development paths

• Foster a culture of accountability, analytical rigor, strategic thinking, and customer-centric focus

What You Bring:

• 8+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or Commercial Strategy

• 3+ years of experience leading global or distributed teams

• Strong analytical skills with experience using data to influence pricing, deal strategy, and commercial decisions

• Deep understanding of SaaS pricing, discounting, renewals, and expansion motions

• Proven ability to partner with Finance, Legal, and Revenue on complex deal structures

• Experience thriving in a fast-paced, fast-growing organization

• Experience in high-growth SaaS or cloud-based organizations