Senior Deal Operations Specialist

Senior Deal Operations SpecialistThis role is a key driver of operational excellence across the sales organization, ensuring deals are executed efficiently, accurately, and strategically. You will lead complex deal operations, including pricing approvals, contract redlines, and Ready-to-Close (RTC) processes, while partnering closely with Sales, Finance, Legal, RevOps, and Marketplace teams. The position blends leadership, strategy, and hands-on execution to improve deal velocity, mitigate risk, and optimize revenue outcomes. You will help shape scalable processes, mentor team members, and influence cross-functional initiatives in a fast-paced, remote-first environment. The ideal candidate thrives on problem-solving, operational efficiency, and delivering measurable impact. Accountabilities:As a Senior Deal Operations Specialist, you will: Lead and coach the Deal Operations team on deal desk functions, best practices, and process optimization. Ensure accurate and timely quoting support for Sales, including complex pricing structures and SaaS marketplace transactions. Partner with Sales to structure deals that optimize revenue, margin, and customer outcomes. Review and approve pricing exceptions, non-standard terms, and discount structures in alignment with company policies. Collaborate with Legal on contract redlines and negotiations while balancing risk mitigation with deal acceleration. Monitor deal cycle times, approval turnaround, booking accuracy, and overall team workload, identifying bottlenecks and improvement opportunities. Drive initiatives to automate repetitive workflows and enhance productivity across deal desk processes. Requirements:Candidates should bring: 7+ years of experience in Deal Desk and Revenue Operations. Strong understanding of SaaS pricing models, contract structures, and revenue recognition principles. Experience supporting cloud marketplace transactions (AWS, Azure, GCP preferred). Expertise in Salesforce and CPQ systems, including quoting, pricing logic, configuration, troubleshooting, and report building. Strong analytical, problem-solving, negotiation, and stakeholder management skills. Ability to balance customer requests with company policies, assess commercial risk, and escalate when appropriate. Excellent written and verbal communication, with the ability to explain complex concepts clearly. Contract and legal acumen, including understanding MSAs, Order Forms, amendments, and non-standard terms. Preferred: experience driving automation initiatives, mentoring junior team members, and implementing process improvements. Benefits:Competitive salary and equity participation. Freedom and flexibility with remote-first work, plus designated "Whaleness Days" and end-of-year break. Home office setup to ensure a comfortable work environment. 16 weeks of paid parental leave. Technology stipend ($100/month net) for home office or tools. PTO plan encouraging personal time and balance. Training stipend for professional development, conferences, and courses. Comprehensive medical benefits, retirement contributions, and paid holidays (varies by location). Access to company swag and a collaborative, inclusive culture supporting diversity and growth.