Senior Deal Desk Operations Manager

Are you passionate about innovating at the intersection of technology and personal security? At Pindrop, we recognize that the human voice is a unique personal identifier, increasingly susceptible to sophisticated fraud, including the threat of deepfakes. We're leading the way in developing cutting-edge authentication, fraud prevention, and deepfake detection. Our mission is to provide seamless and secure digital experiences, safeguarding the most personal aspect of our identity: our voice. Here, you'll be part of a team driven by values of Innovation, Customer Advocacy, Excellence, and Impact. We're not just creating a safer digital landscape by fortifying trust and integrity with those we serve, we’re also building a dynamic, supportive workplace where your contributions make a real difference.

Headquartered in Atlanta, GA, Pindrop is backed by world-class investors such as Andreessen-Horowitz, IVP, and CapitalG.

Deal Desk Leadership

• Serve as the primary point of contact for Sales on deal structuring and pricing approvals.
• Review and approve deals in line with pricing policies, discount guidelines, and approval workflows.
• Provide hands-on support to Sales reps to navigate pricing rules and exceptions quickly.

Pricing Operations

• Maintain day-to-day ownership of pricing frameworks and approval processes.
• Ensure pricing data is accurate, consistently applied, and updated across systems.
• Identify recurring pricing or approval bottlenecks and recommend process improvements.
• Implement best practices around pricing approvals, discounts, and workflows within Salesforce Revenue Cloud.
• Manage pricing approvals and deal workflows directly in Salesforce Revenue Cloud.
• Own and optimize deal desk workflows in Salesforce Revenue Cloud, ensuring scalability and compliance.
  

Cross-Functional Collaboration

• Partner with Legal to confirm contract language tied to pricing and discounting.
• Partner with Finance to ensure compliance with revenue recognition guidelines and deal approval thresholds.
• Act as the connector between Sales, Finance, and Legal to streamline deal closure.

Governance & Reporting

• Track and report on deal desk KPIs, including approval turnaround time, discount levels, and exception volumes.
• Provide visibility to Sales and Finance leadership on pricing trends and risks.
• Help build management reporting for QBRs and executive meetings as it relates to deal activity.
• Proactively surface insights that influence go to market strategy, margin health, and product packaging decisions.

• Hands-on operator who thrives in fast-paced sales environments
• Strong communicator, able to balance speed with compliance
• Detail-oriented, organized, and resourceful when working across multiple stakeholders
• Comfortable digging into data to spot trends, risks, and opportunities
• Driven to continuously improve processes and eliminate inefficiencies
• Proven ability to influence cross-functional decision-making and champion scalable processes.
• You are resilient in the face of challenges, change, and ambiguity
• You are optimistic and believe that you can make a problem into a solution
• You are resourceful, excited to uncover innovative solutions and teach yourself something new when needed
• You take accountability, do the things you say you’ll do, under-promise and over-deliver
• You are nimble and adaptable when priorities change and continue to see the “forest through the trees” 

• 5-8 years of deal desk, pricing operations, or revenue operations experience in a SaaS company.
• Familiarity with SaaS pricing models, discounting practices, and contract structures.
• Experience collaborating with Sales, Finance, and Legal on deal approvals.
• Salesforce and Revenue Cloud (CPQ) proficiency; strong Excel/spreadsheet skills.
• Experience building reporting dashboards and pricing analysis for leadership.
• Experience with SaaS booking metrics and subscription business models (ARR, MRR, churn, expansion, and renewals) strongly preferred.

As a Pindropper, you join a rapidly growing company making technology more human with the power of voice. You will work alongside some of the best and brightest. We’re a passionate group committed to excellence - but that doesn’t stop us from enjoying the journey as a team with chess and poker tournaments, catered lunches and happy hours, wellness programming, and more. Because we take our jobs seriously, we add in time for rest with Unlimited PTO.

Within 30 days you’ll

• Complete onboarding and attend New Employee Orientation sessions with other Pindroppers.
  Shadow Sales, Finance, and Legal teams to understand current deal desk processes.
• Learn Pindrop’s pricing models, approval workflows, and Salesforce Revenue Cloud setup.
• Begin supporting deal reviews under guidance, ensuring accuracy and compliance.

Within 60 days you’ll

• Take full ownership of day to day pricing approvals and Salesforce workflow management.
• Identify recurring challenges in deal structuring or approvals and propose improvements.
• Establish baseline reporting for leadership (e.g., approval turnaround time, discount trends).Build strong working relationships with Sales leadership, Legal, and Finance counterparts

Within 90 days you’ll 

• Fully own deal desk operations with minimal oversight.
• Deliver process improvement initiatives that shorten approval times or reduce errors.
  Present insights to leadership on pricing trends and opportunities for margin improvement.
• Drive a tangible improvement in deal desk operations  through a tool, workflow optimization, or analytical framework that creates measurable value for the business.

As a part of Pindrop, you’ll have a direct impact on our growing list of products and the future of security in the voice-driven economy. We hire great people and take care of them. Here’s a snapshot of the benefits we offer:

• Competitive compensation, including equity for all employees
• Unlimited Paid Time Off (PTO)
• Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan!
• Best-in-class Health Savings Account (HSA) employer contribution
• Affordable vision and dental plans for you and your family
• Employer-provided life and disability coverage with additional supplemental options
• Paid Parental Leave - Equal for all parents, including birth, adoptive & foster parents
• One year of diaper delivery for your newest addition to the family! It’s our way of welcoming new Pindroplets to the family!
• Identity protection through Norton LifeLock
• Recurring monthly Phone and Internet allowance
• One Time home office allowance
• Remote first environment – meaning you have flexibility in your day!
• Company holidays
• Annual professional development and learning benefit
• Pick your own Apple MacBook Pro
• Retirement plan with competitive 401(k) match
• Wellness Program including Employee Assistance Program, 24/7 Telemedicine

At Pindrop, our Core Values are fundamental beliefs at the center of all we do. They are our guiding principles that dictate our actions and behaviors. Our Values are deeply embedded into our culture in big and small ways and even help us decide right from wrong when the path forward is unclear. At Pindrop, we believe in taking accountability to make decisions and act in a way that reflects who we are. We truly believe making decisions and acting with our Core Values in mind will help us to achieve our goals and keep Pindrop a great place to work:    

• Audaciously Innovate - We continue to change the world, and the way people safely engage and interact with technology. As first principle thinkers, we challenge standards, take risks and learn from our mistakes in order to make positive change and continuous improvement. We believe nothing is impossible.
• Evangelical Customers for Life - We delight, inspire and empower customers from day one and for life. We create a partnership and experience that results in a shared passion.   We are champions for our customers, and our customers become our champions, creating a universal commitment to one another. 
• Execution Excellence - We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs to deliver quality and effective solutions on time.
• Win as a Company - Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity and celebrate our successes. We are better together. 
• Make a Difference - Every day we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.

This position will be posted for 60 days after 9/18/25