Manager/Lead, Deal Desk
Antithesis · Vienna
Manager / Lead, Deal Desk
About the role
As our first Deal Desk hire, you will build and run the function from the ground up.
You will report into the Revenue Operations function and partner with Sales, Finance and Legal to structure complex deals, accelerate approvals, improve pricing discipline and make it easier for customers to buy from Antithesis.
This is a high-trust, highly autonomous role. We are looking for someone who can manage competing priorities, operate with incomplete information and drive issues to resolution without waiting for direction.
A core responsibility is protecting the long-term economics of the business. You will help us close strong deals without creating pricing precedent or commercial terms that unnecessarily erode future contract value or margin.
What you'll do
Own Deal Desk day to day, including deal structuring, reviews, approvals and escalations.
Partner with Account Executives on usage commitments, ramps, multi-year terms, payment terms, renewals, expansions and co-term structures.
Model ACV, TCV, discounting, usage economics and margin and recommend commercially sound structures.
Protect long-term contract value and margin by evaluating the downstream impact of pricing, discounts and non-standard terms.
Identify pricing inconsistencies, approval bottlenecks, process gaps and recurring deal friction.
Leverage AI to be a force multiplier - find efficiencies and strategic gains in the process.
Own and optimize DealHub workflows, approvals, quote templates and CRM integration.
Build and enforce pricing guides, playbooks and guardrails that enable reps to self-serve standard deals.
Track deal cycle time, approval turnaround, discounting, exceptions and SLA performance and use those insights to improve the process.
What success looks like
First 30 days
Learn our product, pricing and sales motion.
Map the quote-to-cash process and identify major friction points.
Begin independently supporting live deals.
First 90 days
Become the primary Deal Desk partner for non-standard deals.
Establish a clear intake process, approval matrix and SLA framework.
Publish pricing and deal-structure guidance.
Improve DealHub workflows and simplify the sales process.
First 12 months
Reduce deal cycle time and approval turnaround.
Improve pricing discipline and deal quality.
Increase rep self-service on standard deals.
Build a scalable Deal Desk operating model.
What you bring
5+ years in Deal Desk, Revenue Operations, Sales Operations, FP&A or a similar role in B2B SaaS or enterprise software.
Experience structuring complex enterprise deals, including usage-based pricing, multi-year agreements, co-term renewals and non-standard commercial terms.
Experience with DealHub or another CPQ platform, including approvals, quoting workflows and process optimization.
Experience with Ironclad or other CLM tools
Strong financial modeling skills and working knowledge of SaaS metrics and ASC 606.
Familiarity with enterprise contracting, including payment terms, renewals, co-terming and commercial exceptions.
Strong commercial judgment. You understand that closing the deal matters, but so do its long-term economics and precedent.
High trust and ownership. You can handle sensitive pricing and commercial decisions, prioritize independently and know when to escalate.
High EQ with persistence. You can challenge assumptions, push back when needed and keep work moving without damaging relationships.
Comfort with ambiguity. You can form a point of view, make recommendations with incomplete information and drive toward resolution.
Desired experience
Experience supporting usage-based or infrastructure software businesses.
Experience building or improving Deal Desk processes in a scaling organization.
Experience with marketplace transactions, including AWS Marketplace, is a plus.
Experience as an early Deal Desk or RevOps hire at a high-growth startup is a plus.
Why join
Build from zero. Define what Deal Desk becomes at Antithesis.
High impact. Directly influence how we price, structure and close business.
High trust and autonomy. Own the function and drive improvements.
Shape how we scale. Build the processes and guardrails that let the business move faster without sacrificing commercial discipline.
This role is fully onsite in Vienna, VA.
Antithesis is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability.
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