Senior Sales Operations & Deal Desk Analyst

What We Need

We are looking for a strategic, detail-oriented Senior Sales Operations & Deal Desk Analyst to support our growing sales organization. This role plays a critical part in optimizing our sales processes, managing complex deal structures, and driving operational efficiency across the revenue cycle. You’ll work closely with Sales, Finance, Legal, and Customer Success to ensure seamless execution of deals as a core responsibility. This entails applying expertise in CPQ quote development and training reps on its usage. You should be highly proficient in Salesforce reporting and dashboarding, excel-based analysis, and supporting the selling organizations on all elements of revenue operations.

The ability to work a hybrid schedule in our Burlington, MA office is preferred but not required. 

What You’ll Do

Deal Desk (Primary Focus – ~60%)

• Serve as the go-to partner for sales reps on pricing, deal structuring, and approvals.
• Review and support complex deals for compliance with internal policies (pricing, discounting, contract terms). Understands key issues affecting deal desk around deal structuring, revenue recognition, etc.
• Collaborate with Legal, Finance, and Product teams on non-standard terms and exception handling. Firm command of deal structure and understanding the impact of deal terms that may affect various business collaborators and providing creative solutions to the customer and/or internal collaborators. Works closely with the CFO/CRO on the most complex deals.
• Develop a roadmap for implementation of enhancements and new features through cross-functional stakeholder influence. Work with SFDC platform team to execute.
• Develop and maintain pricing tools (price book, SKU creation, testing, and implementation, etc), templates, and processes that enable reps to quote accurately and efficiently.
• Monitor deal velocity, identify bottlenecks, and drive improvements in quote-to-close cycle.

Sales Operations (~40%)

• Support core sales processes (lead routing, pipeline hygiene, quota tracking, territory alignment, commissions processing, etc).
• Support sales operations queue of requests with an understanding of priority.
• Analyze sales data and build reports/dashboards in Salesforce and Excel to deliver insights on performance, forecasts, and pipeline health.
• Assist in designing and executing sales incentive plans and compensation analysis.
• Support onboarding and training of sales team on tools, processes, and best practices.

Who You Are

• 6+ years of experience in Sales Operations, Deal Desk, or Revenue Operations in a SaaS or B2B environment.
• Familiarity with legal concepts in contracts (MSAs, EULAs, SOWs, Order Forms).
• Expertise in CRM systems (Salesforce required) and sales tools (CPQ, SFDC dashboards and reporting). Familiarity of YesWare, Groove, Sales Navigator, ZoomInfo, Lusha is a plus.
• Strong financial acumen and understanding of SaaS metrics and pricing models.
• Proven ability to manage multiple stakeholders and thrive in a fast-paced, high-growth company.
• Analytical mindset with strong Excel and data visualization skills (Tableau, Excel, etc.).
• Excellent communication (both verbal and written) is required to understand the audience's needs and maturely distill topics with easy-to-understand language.
• Highly proactive with a “can-do” attitude and positive presence in all interactions.
• Experience supporting global sales teams is a plus.
• MBA or advanced degree in Business, Finance, or Analytics is a bonus.

What We Offer

Our comprehensive compensation package is vital in how we recognize our people for the impact they make on us reaching our goals as a company.

For this role, the estimated base is $80,000 - $100,000 + Bonus. The actual salary may vary based on a range of factors, including market and individual qualifications objectively assessed during the interview process.

The range listed above is a guideline, and may be modified. People Experience offers a comprehensive benefits package in addition to cash compensation that includes, but is not limited to 401k and medical/dental coverage. Speak with your Recruiter for more details on our Total Rewards philosophy.