Exa10 days ago
Менеджер по работе со сделками (Deal Desk Manager)
Salary not specified
MARKET
12,375 ₽median for this role
IT Support / Helpdesk · 65 jobs with disclosed pay
5,714half of the offers: 8,583–16,667145,833
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Responsibilities
- 01Be the first call for AEs on any non-standard deal: structure options, pricing scenarios, commercial tradeoffs, and the fastest credible path to approval.
- 02Own the commercial architecture of consumption deals: committed spend tiers, rate cards, overage and true-up mechanics, minimums, rollover, ramped commitments, and multi-year structures etc.
- 03Build data driven discount and pricing guidance that gives sellers real latitude inside defined bands, so only genuine exceptions escalate.
- 04Model deal economics before signature: effective rate, blended discount, ARR vs. TCV vs. consumption risk, and the margin implications of committed-use pricing.
- 05Design and run the approval matrix and delegation of authority: what an AE can approve, what needs Sales leadership, what needs Finance involvement, and ultimate escalation to founders + CRO.
- 06Own quoting and order form generation end-to-end, including CPQ configuration and templates that clear standard shapes without legal review.
- 07Partner with Legal, internal and outside counsel, on redlines and non-standard terms
- 08Drive the handoff into Finance and billing so what is signed is what is invoiced - correct start dates, billing schedules, and subscription plus consumption records.
- 09Maintain a complete audit trail on every exception granted, so approvals are defensible and patterns become visible over time.
- 10Own day-to-day application of Exa’s bookings policy and metrics dictionary: what counts as a booking, ramp and multi-year handling, debookings, downgrades, and mid-term amendments.
- 11Serve as the control point for opportunity data quality at close: stage integrity, close dates, product and segment tagging, and the fields that downstream reporting and commissions depend on.
- 12Sit in deal reviews and forecast calls as a commercial partner, catching structural risk early and offering remediation options.
- 13Enable AEs and FDEs on pricing, packaging, and approval mechanics so the straightforward eighty percent of deals never need the desk at all.
- 14Bring competitive and market pricing intelligence back into pricing strategy discussions with Sales, Product, and Finance.
- 15Publish your own scoreboard: turnaround time, exception rate, discount trend, and where the desk is creating friction.
- 16Automate the desk as you build it by establishing templated structures, self-service quote paths, approval routing in Salesforce, and agentic assistance for first-pass deal and document review.
- 17Partner with the Head of Revenue Systems & Technology so quoting, approvals, and billing are architected into the stack
- 18Write the playbooks and documentation that let this function scale beyond one person (in support of the agentic first mindset)
Requirements
- 016+ years in deal desk, deal strategy, order management, sales operations, or commercial finance at high-growth B2B technology companies, including time as the accountable owner of a deal process.
- 02Direct experience structuring consumption or usage-based commercial agreements, inclusive of committed spend, overage, true-ups, ramps etc.
- 03Fluency in enterprise contracting mechanics: order forms, MSAs, DPAs, security addenda, and the terms that actually carry commercial weight.
- 04Strong Salesforce fluency and hands-on experience with quoting/CPQ and approval automation.
- 05Real modeling ability. You build the deal scenario yourself and defend the numbers in the room.
- 06The judgment to say no to a bad structure and the pragmatism to find the version that works. You are measured on velocity and discipline both, and you do not trade one away for the other.
- 07Comfort in a fast-moving, small-team environment where the process does not exist yet and you are expected to write it.
What we offer
- 01Category-defining company: Exa is the infrastructure layer for how AI accesses the world’s information - a market that barely existed two years ago and is now mission-critical.
- 02Elite backing: a $250M Series C led by a16z, with Benchmark, Lightspeed, and YC doubling down, bringing Exa’s valuation to $2.2 billion.
- 03Greenfield build: There is no legacy desk to inherit and no committee to negotiate with. You define the pricing playbook, the approval matrix, and the quoting process from scratch.