Associate Manager, Deal Desk

About the Job:

Motive is seeking an Associate Manager, Deal Desk to lead and develop a team of Deal Desk Analysts while also serving as a pricing enablement and commercial strategy leader for the Sales organization.

This role goes beyond deal execution. You will play a critical role in training Deal Desk Analysts, enabling Sales representatives, advising Sales leadership, and reinforcing pricing strategy and commercial discipline across regions. You will be expected to think deeply from a financial lens while balancing sales effectiveness and customer outcomes, and to help institutionalize pricing strategy through training, documentation, and operating rigor.

You will partner closely with Sales, Finance, Order Management, Billing, and Systems teams while supporting sellers across the United States, Canada, Mexico, the United Kingdom, and other international regions as Motive continues to expand.

What You’ll Do

People Leadership & Team Development

• Lead, coach, and develop a team of Deal Desk Analysts, with a strong emphasis on commercial judgment, pricing rigor, and customer-centric deal thinking.
• Own hiring, onboarding, performance management, and career development for analysts.
• Establish quality standards, escalation frameworks, and decision principles that scale across regions.
• Build a culture of accountability, continuous improvement, and strong partnership with Sales.
• Pricing Strategy Enablement & Sales Training
• Act as a key enablement leader for pricing and deal strategy across Sales.
• Design and deliver quarterly pricing and deal strategy trainings for Sales representatives and managers.
• Train and advise Sales leaders on pricing strategy, discounting guardrails, and commercial trade-offs.
• Reinforce leadership-defined pricing strategy by fostering — and where necessary enforcing — consistent commercial discipline.
• Serve as a thought partner to Sales on how to position pricing decisions with customers while protecting long-term value.

Deal Strategy & Commercial Advisory

• Serve as the senior escalation point for complex and non-standard deals.
• Advise on deal structuring decisions using a balanced lens that considers margin, COGS, customer value, competitive context, and long-term retention.
• Help Sales navigate trade-offs between short-term deal wins and sustainable, scalable commercial outcomes.
• Operational Excellence, Policy & Documentation
• Own and continuously improve Deal Desk policies, SOPs, approval frameworks, and documentation.
• Scale pricing strategy and deal governance through clear, accessible, and well-maintained documentation.
• Partner with Enterprise Systems, Sales Enablement, Order Management, Billing, and Finance to operationalize policy changes in Salesforce, CPQ, and related systems.
• Ensure Deal Desk processes remain audit-ready, consistent, and aligned with leadership intent.

Cross-Functional & Global Collaboration

• Act as a trusted partner to Sales leadership and cross-functional stakeholders across multiple geographies.
• Lead deal reviews, office hours, and enablement sessions for globally distributed Sales teams.
• Provide insights on deal trends, pricing behavior, and regional nuances to inform go-to-market and customer experience strategy.

What We’re Looking For

• Experience & Background
• Bachelor’s degree in Finance, Accounting, Business, or a related field.
• 6+ years of experience in Deal Desk, Revenue Operations, Finance Operations, Order Management, Billing, or a related function within a high-growth technology company.
• 2+ years of people management experience, including hiring, coaching, and performance management.
• Demonstrated experience partnering closely with Sales and Sales leadership on pricing and deal strategy.

Skills & Competencies

• Strong financial and analytical skills with the ability to evaluate deal economics, margins, and commercial trade-offs.
• Advanced proficiency in Google Sheets / Excel, including complex formulas and analysis.
• Strong working knowledge of Salesforce, CPQ, and sales-related systems; SFDC Admin-level experience is a plus.
• Excellent communication and enablement skills, with the ability to translate complex pricing concepts into clear, actionable guidance.
• Highly process-oriented, detail-driven, and comfortable operating in fast-paced, ambiguous environments.

Leadership & Enablement Mindset

• Proven ability to build and lead high-performing operational teams.
• Strong track record of training, influencing, and enabling Sales organizations.
• Experience working with multicultural, globally distributed teams.
• Ability to balance financial discipline with sales effectiveness and customer outcomes.

Why Join Motive

Play a central role in shaping Motive’s pricing strategy and commercial discipline at scale.

Lead both people and enablement, influencing how deals are structured and sold globally.

Partner directly with Sales and Finance leadership across regions.

Clear growth path within Motive’s leadership track.

Opportunity to make a measurable impact on revenue quality, margin, and customer experience.

Creating a diverse and inclusive workplace is one of Motive’s core values.

We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities, and perspectives.