Deal Strategy & Operations Manager

About the Role:

Cresta is seeking a Deal Strategy & Operations Manager to serve as a senior individual contributor and strategic partner on our Commercial Strategy & Operations team. This role owns the strategy and execution of Cresta’s most complex, non-standard enterprise deals, acting as the quarterback from quote to close.

Reporting to Lauren Jungers, Sr. Director of Commercial Strategy & Operations , this role works closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta’s long-term business interests.

This is an individual contributor role (no direct people management).

What You’ll Do

Deal Strategy & Execution

• Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions
• Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience
• Own approval workflows and act as escalation owner from first quote through final signature
• Translate deal data, discount trends, and outcomes into actionable insights
• Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy
• Ensure deal structures align with revenue recognition principles and company financial goals

Process & Systems Modernization

• Drive end-to-end improvements across the quote-to-cash lifecycle
• Define business requirements and partner with systems teams on Subskribe , CLM, and Salesforce enhancements
• Lead UAT and rollout of new deal processes and tooling
• Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives
• Standardize and document workflows to enable speed and scale

Enablement & Advisory

• Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy
• Contribute to and maintain a self-service Deal Strategy Playbook

What We’re Looking For:

• 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations
• Proven ownership of complex enterprise SaaS deals from quote to cash
• Hands-on experience administering or optimizing CPQ tools ( Subskribe preferred )
• Strong Salesforce fluency across quoting, approvals, and deal reporting
• Solid understanding of enterprise SaaS contracting concepts (order forms, MSA, DPA, SOW)
• Exceptional communication skills with high emotional intelligence; able to influence without authority
• Comfortable navigating ambiguity and making judgment calls in fast-paced environments

Nice to Haves:

• Salesforce Admin experience or certification
• Legal, contract management, or pricing strategy background
• Prior sales or customer-facing experience

Why Cresta:

• Unicorn with backing from Andreessen Horowitz, Sequoia Capital, and Greylock
• Strong enterprise traction with 20%+ of customers over $1M ARR
• 2x+ year-over-year growth and record-breaking quarters
• Opportunity to operate at the center of commercial strategy and enterprise execution
• Competitive compensation, equity, and comprehensive benefits

Perks & Benefits:

• Variety of medical, dental, and vision plans
• Paid parental leave
• Monthly Health & Wellness allowance
• Work from home office stipend
• Lunch reimbursement for in-office employees
• Flexible PTO

Compensation at Cresta:

Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table.

The posted base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.