Deal Desk Manager

Available Locations: Austin, TX About the Department The Deal Desk team is a critical component of the Finance function, acting as a strategic partner to the global Sales organization. We are responsible for partnering with sales to structure, negotiate, and close complex deals. We ensure that deals meet the requirements of "good business" while also keeping our customers' best interest in mind. We are committed to building a data‑centric and AI‑augmented Deal Desk that leverages predictive analytics and automated workflows to optimize pricing in real‑time and automate routine approvals, allowing for deeper strategic focus. About the Role As a Deal Desk Manager, you will be the architect of our AI‑driven deal desk, transitioning our sales process from manual workflows to an intelligent, automated engine that spans from initial scoping to final execution. By leveraging agentic workflows and automated data layers, the focus shifts to high‑judgment architecture for non‑standard enterprise deals. The objective is to serve as a high‑influence "Sales Co‑pilot," using AI‑driven insights to maximize deal velocity and Long‑Term Value (LTV) while relentlessly reducing friction through iterative process automation. Responsibilities Orchestrate Strategic Deal Architecture: Lead the structuring and execution of non‑standard, high‑value enterprise deals, providing high‑judgment guidance that balances competitive differentiation with long‑term business health. Sales Co‑pilot & Strategic Influence: Serve as a strategic partner to Sales leadership, utilizing AI‑driven data to maximize deal velocity, improve LTV, and ensure discovery reflects true customer needs. Perform analysis on pricing and deal terms, leveraging AI insights to recommend "next best action" for deal structuring and margin optimization. Curate and Tune AI Agents: Manage the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale. Drive Process Iteration: Partner with cross‑functional teams (Legal, Finance, Product) to build, streamline, and automate deal desk processes, architecting autonomous approval workflows and focusing on reducing field friction through relentless automation. Champion AI & Automation Integration: Champion the integration of LLMs and generative AI tools to automate deal desk workflows, significantly reducing deal cycle times. Identify bottlenecks and implement AI‑powered productivity solutions. Desirable Skills, Knowledge, and Experience 6‑8+ years of Deal Desk, FP&A, Revenue Operations, or similar experience, with a proven track record of supporting large‑scale enterprise sales motions; 3+ years of deal desk experience preferred. Financial & Sales Acumen: Solid understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable. Experience selling software is a bonus. Contract & Pricing Knowledge: Experience drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. Ability to analyze and recommend the best course of action for complex pricing and licensing situations. Data & AI Literacy: Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation. Algorithmic Thinking: The ability to understand and audit automated pricing models to ensure alignment with long‑term company goals. Strategic Influence: Demonstrated ability to navigate complex, cross‑functional negotiations and make high‑judgment decisions in fast‑paced environments. Process Design Mindset: A relentless focus on iterative automation and the ability to translate complex business policies into streamlined, automated logic. Communication Excellence: Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders. Bonus Points Experience in software sales or sales operations, providing a "boots on the ground" perspective of the sales cycle. Deep knowledge of Cloud/SaaS infrastructure and the global cybersecurity competitive landscape. Compensation Compensation may be adjusted depending on work location. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On‑demand mental health support and Employee Assistance Program Global Travel Medical Insurance Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at View email address on click.appcast.io or via mail at 101 Townsend St. San Francisco, CA 94107. #J-18808-Ljbffr