Deal Desk Manager

Available Locations: Austin, TX
About the Deal Desk Team
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" (profitability, compliance, simplicity, ease of execution, scalability) while also keeping our customers' best interest in mind. We are committed to leveraging technology and automation to improve our processes and provide a competitive advantage. We collaborate closely with Sales, Legal, and Operations to deliver innovative and effective deal structures that meet our customers' needs and align with our business and financial objectives.
What you'll do
As a Deal Desk Manager, you will play a pivotal role in our sales process, from initial deal scoping to final contract execution. Your primary responsibilities will include:

• Deal Structuring & Strategy: Partner with the sales team to develop winning commercial strategies for complex deals. You'll analyze pricing terms and conditions and perform margin analysis to create proposals that are competitive and financially sound.
• Negotiation Support: Advise and support the sales team during customer negotiations, providing guidance on pricing, terms, and alternative deal structures to protect margin and profitability.
• Process Automation & Improvement: Identify and champion opportunities to leverage AI and automation to streamline deal processes, from initial quote generation to final contract approval. You will actively look for ways to make the deal desk more efficient and data-driven.
• Training & Enablement: Educate the sales organization on best practices for deal structuring, pricing, and our GTM policies from a financial and business compliance perspective. You will be a subject matter expert and a go-to resource for the sales team, including how new tools and automation can help them.
• Reporting & Analysis: Analyze deal performance metrics, identify trends, and provide insights to leadership to improve our pricing strategies and sales processes, with a focus on financial performance and the impact of our automation efforts.

If you're excited by fast-paced innovation, dedicated to driving global growth, and want to help build a better internet, we'd love to hear from you.
Examples of desirable skills, knowledge and experience
To succeed in this role, you should be a strategic thinker with a strong financial acumen and the ability to thrive in a fast-paced, technology-driven environment.

• Experience: You have 6-8 years of professional experience across Deal Desk, Financial Planning & Analysis (FP&A), Revenue Operations, or a similar role, preferably in a SaaS or technology company; 3+ years of deal desk experience is preferred.
• Financial & Sales Acumen: A solid understanding of SaaS metrics, pricing models, and financial concepts like ARR (Annual Recurring Revenue), 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 with drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. You also have a solid understanding of SaaS pricing models and therefore are able to analyze & recommend the best course of action for complex pricing & licensing situations.
• Analytical Skills: You can analyze complex data and use it to inform decisions and recommendations. Proficiency with data analysis tools (like Microsoft Excel or SQL) and experience building complex models is highly desirable.
• Process Automation Mindset: A genuine interest in and an eye for how AI and automation can improve business processes. Experience with or a desire to learn about tools for process automation, business intelligence (e.g., Tableau, Power BI), or AI-powered solutions is a significant plus.
• Communication & Collaboration: Excellent communication and interpersonal skills. You can build strong relationships with a diverse group of stakeholders and clearly explain complex financial and policy topics, including new technologies, to non-finance teams.
• Problem-Solving: You can identify challenges and opportunities and propose creative, effective solutions that balance business needs with financial goals and leverage technology to do so.

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.
Health & Welfare Benefits

• 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

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave