Deal Desk Manager

At Klaviyo, we value the unique backgrounds, experiences and perspectives each Klaviyo (we call ourselves Klaviyos) brings to our workplace each and every day. We believe everyone deserves a fair shot at success and appreciate the experiences each person brings beyond the traditional job requirements. If you’re a close but not exact match with the description, we hope you’ll still consider applying. Want to learn more about life at Klaviyo? Visit careers.klaviyo.com to see how we empower creators to own their own destiny.

We are looking for a Deal Desk Manager to join our Revenue Operations team. Deal Desk plays a critical role in supporting our Sales and Customer Success efforts, analyzing a variety of non-standard terms and ensuring we have the right processes and policies in place to maximize revenue and optimize deal structures while also finding solutions that work for our customers. If you have demonstrated success managing and scaling a Deal Desk team, dealing with ambiguity, finding creative solutions to problems, and operating in a rapidly-growing environment, this is the role for you. 

Position Overview

We are seeking a strategic and detail-oriented Deal Desk Manager to lead a team of Deal Desk Specialists and ensure the effectiveness of our quoting and deal structuring processes. In this high-visibility role, you will oversee initiatives that promote operational excellence, improve collaboration across teams, and drive impactful decision-making to enhance our sales activities. This role will be an important part of driving the contracting process forward at Klaviyo in a way that directly impacts cash flow, revenue, and profitability. 

How You Will Make a Difference: 

• Leadership & Development: Manage and mentor the Deal Desk Specialists, fostering a culture of continuous improvement and professional development within the team.
• Strategic Oversight: Lead the development and implementation of scalable policies and processes for contracting that align with company goals and operational efficiency.
• Cross-Functional Collaboration: Partner closely with Sales, Customer Success, Legal, Finance, Systems, and other stakeholders to ensure seamless communication and alignment on deal structures and pricing strategies.
• Performance Monitoring: Regularly review and analyze deal metrics to provide business insights and identify areas for improvement.
• Compliance & Risk Management: Ensure all deal structures adhere to internal standards and best practices, revenue recognition guidelines, and mitigate legal risks.
• Process Improvement: Champion a culture of continuous improvement, documenting best practices and instilling a data-driven mentality across the organization.
• Training & Guidance: Provide ongoing training and resources to the Sales and Customer Success teams to ensure they are equipped to navigate the quoting and contracting process.
• Project Management: Oversee the planning and execution of system enhancements and projects that support Deal Desk, ensuring timely delivery and alignment with strategic objectives.

Who You Are:

• Educational Background: Bachelor’s degree in Business, Finance, or a related field; MBA or CPA is a plus
• Experience: Prior experience managing a Deal Desk team, preferably within a technology or fast-growing company environment; experience drafting and negotiating software contracts; and the ability to review discounting and other non-standard approval requests to make quality business decisions with sound judgment
• Leadership Skills: Proven ability to lead with empathy, motivate, mentor, and develop talent and build positive, meaningful relationships with stakeholders
• Communication Skills: Excellent verbal and written communication skills, with the ability to present complex information clearly to diverse audiences up to the executive level
• Analytical Mindset: Strong analytical skills with a focus on data-driven decision-making and problem-solving in a fast-paced environment
• Technical Proficiency: Experience with CRM, CPQ and CLM systems and the ability to create and analyze ad-hoc reports and financial models
• SaaS Knowledge: Familiarity with SaaS business models, pricing philosophies, and revenue recognition principle

The pay range for this role is listed below. Sales roles are also eligible for variable compensation and hourly non-exempt roles are eligible for overtime in accordanc