Deal Desk Manager

Astronomer empowers data teams to bring mission-critical software, analytics, and AI to life and is the company behind Astro, the industry-leading unified DataOps platform powered by Apache Airflow®. Astro accelerates building reliable data products that unlock insights, unleash AI value, and powers data-driven applications. Trusted by more than 800 of the world's leading enterprises, Astronomer lets businesses do more with their data. To learn more, visit www.astronomer.io.

Come join Astronomer and a team at the heart of driving healthy and successful revenue growth! As a Deal Desk Manager, you will be responsible for building our Deal Desk function within Revenue Operations while delivering deal structuring and pricing support for our global sales teams. You will focus on managing Dealhub, mitigating risks and finding improvement opportunities within both complex transactions and more broadly within sales territories by leveraging the power of data driven insights. You will also generate and drive solutions that drive our Deal Desk and deal processes to scale, and support the constantly evolving needs of our business.

• Serve as the central contact for all deal stakeholders and oversee internal workflows to close deals efficiently and timely while ensuring contracts comply with Company goals and revenue guidance.

• Guide Sales teams on the pros/cons of a wide range of deal structures, manage risk within contractual terms and structures, and take ownership of approval decisions for non-standard terms.

• Review and vet complex deals in partnership with Sales Account Executives to advise Executive Leadership, account teams and other internal partners.

• Demonstrate critical thinking and analytical rigor. Demonstrate the ability to identify variables risks and opportunities within a deal, and influence the deal with your recommendations as variables change.

• Partner with account teams to develop strategies that both optimize revenue and protect margins.

• Lead organization wide project deliverables. Represent Sales point of view in cross-functional projects, by communicating progress, findings and recommendations.

• Participate in New Product Introductions by partnering with product teams on optimal pricing models and go-to-market strategies for new products and bundled solutions and operationalize the selling motion in Dealhub.

• Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions and meet margin targets.

• Participate in QBRs and Forecast Calls to enable Sales on best practices for optimized pricing and deal structures.

• Collaborate with all stakeholders including Finance and Legal to optimize contract terms and close deals.

• Manage order processing of closed deals.

• 5+ years demonstrated ability in pricing strategy, sales financial analysis or relevant experience preferred.

• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role.

• Superior analytical background with strong problem-solving skills.

• Highly effective communication skills, including written and verbal.

• Ability to build relationships and work collaboratively to drive results.

• Capable of explaining concepts clearly and credibly across all levels of the organization.

• High level of attention to detail.

• Ability to work in a fast-paced environment while managing & prioritizing competing demands.

• Adept at thinking on your feet amidst ambiguity.

• Proven experience leading and influencing at various levels across the organization.

• Ability to handle conflict and navigate discussions to productive outcomes.

• Experience in a pricing function is a strong plus.

• Experience with Dealhub or other relevant CPQ tooling would also be helpful.

• Experience with transacting via partners and marketplace is encouraged (eg Tackle).

• Prior background in usage based pricing models.

The estimated salary for this role ranges from $120,000 - $150,000 based on leveling and geography, along with an equity component and a comprehensive benefits package. This range is merely an estimate; actual compensation may deviate from this range based on skills, experience, and qualifications.

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At Astronomer, we value diversity. We are an equal opportunity employer: we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.