Manager, Deal Desk

FreeWheel, a Comcast company, provides comprehensive ad platforms for publishers, advertisers, and media buyers. Powered by premium video content, robust data, and advanced technology, we’re making it easier for buyers and sellers to transact across all screens, data types, and sales channels. As a global company, we have offices in nine countries and can insert advertisements around the world.

Job Summary

FreeWheel, a Comcast Company, is looking for a strategic leader for our expanding Deal Desk function. The Manager, Deal Desk will be a data-driven leader, responsible for leading the Supply side deal desk for the company. This will be a high visibility role working with various internal customers including FreeWheel’s senior leadership team, and will report to the Director, Deal Desk. The ideal candidate will have experience working in a fast-paced environment and collaborating with cross-functional teams to achieve revenue goals. It is critical that this candidate be comfortable working on high-stakes deals with end-of-quarter and end-of-fiscal-year deadlines.

Job Description

Core Responsibilities

• Partner cross-functionally with Sales, Finance, Sales Strategy, Product Marketing, and Legal to design, negotiate and sign better deals that grow revenue and/or margins, by:
  • Working with sellers to drive opportunities through internal review and approval processes for sales proposals and contracts (including Deal Desk, Review Board, and Comcast approvals).
  • Lead the analysis and modeling of deal scenarios to maximize multi-year value, associated trade-offs and profitability, with strategic recommendations to standardize and improve deal margins.
  • Present and negotiate proposals for key customer renewals, working alongside the account owner (seller). For renewals – this may involve negotiating directly with procurement teams.
  • Drafting internal deal summaries for executive audiences to review and approve key deals.
  • Engage the Director, Deal Desk as needed for escalation and issue resolution with key deals.

• Working with the Director, contribute to the definition, implementation, and optimization of the end-to-end Deal Desk process to accelerate time-to-close for all new business, renewals, and up-sells, including:
  • Managing and prioritizing intake/pipeline of active deals and determining the optimal level of Deal Desk support to be provided.
  • Supporting the Director with Deal Desk pipeline reporting and deal performance tracking as needed, including ad hoc requests from senior leadership.
  • Working with Revenue Operations to ensure all pricing/rates closed (signed) deals are accurately entered into Salesforce for billing and reporting.
  • Identifying opportunities to accelerate time-to-close and/or time-to-revenue, and working with the Director on a roadmap to deliver those improvements

• Provide exceptional service/support to our internal customers (in particular sales and finance teams):
  • Providing exceptional service/support to sellers who are under pressure to hit sales quotas (having a high EQ / service mindset and communication skills will be critical in this role)
  • Consistently utilizing the Deal Desk process, best practices, and playbooks to ensure consistent deal governance, checks and balances for all deals (e.g., consistent quality and results)
  • Support the onboarding and training of new team members as needed.
  • Potentially managing one or more direct reports (analysts) if necessary in the future

Requirements:

• Bachelor's degree
• 5+ years of experience in deal desk, revenue operations, sales, or related field
• Self-motivated, execution-focused mindset with a high degree of urgency to help the business drive towards and exceed its revenue goals.
• Strong analytical skills including proficiency with Excel (Looker experience a plus), with the ability to identify and articulate key business trends and insights.
• Excellent communication and collaboration skills, with the ability to lead effective meetings and presentations with sales and senior leadership as needed.
• Team-player with cross-functional team experience and ability to provide excellent service to internal customers - including sales, finance, legal, as well as executive leadership.

Employees at all levels are expected to:

• Understand our Operating Principles; make them the guidelines for how you do your job.
• Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
• Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products