Senior Manager, Deal Desk & Deal Strategy

Senior Manager, Deal Desk & Deal Strategy

The Senior Manager, Deal Desk & Deal Strategy will lead ThoughtSpot's global Deal Desk organization, supporting all deal motions—from standard to highly complex, strategic transactions. This role partners closely with Sales, Finance, Legal, Revenue, and Executive Leadership to ensure deals are structured intelligently, approved efficiently, and informed by data-driven insights.

This leader owns both deal execution, process improvement, approval workflow, governance, and strategy, ensuring consistent operational excellence while providing strategic guidance on complex deals. This role is ideal for a leader who thrives in a fast-paced, fast-growing organization and can scale global operations while maximizing commercial outcomes.

Global Deal Desk & Strategic Deal Leadership

• Lead and oversee a global Deal Desk team supporting all deals across regions and segments
• Establish coverage models, SLAs, and operating rhythms to support a global, fast-moving sales organization
• Ensure consistent application of pricing, discounting, and deal policies worldwide
• Provide strategic guidance on complex and high-value deals to maximize revenue, margin, and long-term customer value
• Personally advise on pricing strategy, deal economics, contract terms, and negotiation approach for strategic opportunities
• Model scenarios and provide recommendations for executive decision-making on high-impact deals
• Balance deal velocity with margin protection, risk management, and long-term customer value

Deal Governance & Policy

• Define, enforce, and continuously improve deal desk policies, approval frameworks, and escalation paths
• Ensure consistency across pricing, discounting, contract terms, and deal economics
• Partner with Finance and Revenue to ensure alignment with revenue recognition, compliance, and controls

Analytics, Reporting & Insights

• Own global deal desk analytics and reporting, providing insight into:
• Deal cycle time and bottlenecks
• Discounting and margin trends
• Exception rates and approval patterns
• Renewal vs. expansion mix and deal quality
• Deliver strategic insights to Sales and Executive Leadership to influence pricing and GTM strategy
• Partner with Salesforce Operations to ensure accurate data capture, reporting, and dashboards

Cross-Functional Collaboration

• Act as the central coordination point between Sales, Finance, Legal, Revenue, and Operations
• Facilitate fast, informed decision-making on high-impact deals
• Present deal recommendations, trade-offs, and risks to senior and executive stakeholders

Process Optimization & Scale

• Drive continuous improvement of deal desk workflows, tooling, and automation
• Partner with Salesforce Operations on CPQ, approvals, and reporting enhancements
• Scale processes to support growth in a fast-paced, fast-growing environment while maintaining strong governance

Team Leadership & Development

• Hire, coach, and develop Deal Desk team members globally
• Set clear expectations, performance metrics, and career development paths
• Foster a culture of accountability, analytical rigor, strategic thinking, and customer-centric focus

What You Bring

• 8+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or Commercial Strategy
• 3+ years of experience leading global or distributed teams
• Strong analytical skills with experience using data to influence pricing, deal strategy, and commercial decisions
• Deep understanding of SaaS pricing, discounting, renewals, and expansion motions
• Proven ability to partner with Finance, Legal, and Revenue on complex deal structures
• Experience thriving in a fast-paced, fast-growing organization
• Experience in high-growth SaaS or cloud-based organizations
• Advanced Salesforce reporting and dashboard experience; CPQ familiarity strongly preferred
• Experience supporting global enterprise sales teams
• Global leadership mindset with strong operational discipline
• Data-driven decision-maker with executive presence
• Excellent judgment in high-pressure deal scenarios
• Ability to scale processes without slowing the business
• Strong communication and stakeholder management skills
• Strategic thinker capable of advising on complex deal structures

Why This Role Matters

The Senior Manager, Strategic Deal Desk & Deal Strategy is a critical revenue enabler, ensuring every deal—globally—is executed efficiently, governed consistently, and optimized for commercial value. This role directly impacts revenue predictability, deal velocity, margin, and long-term customer profitability as ThoughtSpot continues to scale in a fast-paced, fast-growing organization.

In California, the estimated annual salary range for this role is $139k– $200k per year. Actual compensation may vary and will be determined based on permissible, non-discriminatory factors such as skills, qualifications, experience, and location of the selected candidate. Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits.

Hybrid Work at ThoughtSpot

This office-assigned role is available as a hybrid position. Spotters assigned to an office are encouraged to experience the energy of their local office with an in-office requirement of at least three days per week. This approach balances the benefits of in-person collaboration and peer learning with the flexibility needed by individuals and teams.

What makes ThoughtSpot a great place to work?

ThoughtSpot is the experience layer of the modern data stack, leading the industry with our AI-powered analytics and natural language search. We hire people with unique identities, backgrounds, and perspectives—this balance-for-the-better philosophy is key to our success. When paired with our culture of Selfless Excellence and our drive for continuous improvement (2% done), ThoughtSpot cultivates a respectful culture that pushes norms to create world-class products. If you're excited by the opportunity to work with some of the brightest minds in the business and make your mark on a truly innovative company, we invite you to read more about our mission, and apply to the role that's right for you.

ThoughtSpot for All

Building a diverse and inclusive team isn't just the right thing to do for our people, it's the right thing to do for our business. We know we can't solve complex data problems with a single perspective. It takes many voices, experiences, and areas of expertise to deliver the innovative solutions our customers need. At ThoughtSpot, we continually celebrate the diverse communities that individuals cultivate to empower every Spotter to bring their whole authentic self to work. We're committed to being real and continuously learning when it comes to equality, equity, and creating space for underrepresented groups to thrive. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.