Deal Desk Manager
Merative
Join a team dedicated to supporting the crucial mission of improving health outcomes.
At Merative, you can apply your skills – and grow new ones – with colleagues who have deep expertise in health and technology. Merative provides data, analytics and software for the health industry. Our clients include providers, health plans, employers, life sciences companies and governments around the world. With industry-leading products and focused innovation, we help customers improve decision-making and performance so that together, we drive real progress in health. Learn more at merative.com
We are seeking a strategic and detail-oriented Manager of Deal Desk to lead our global deal desk function and support our growing organization. In this role, you will oversee deal structuring, pricing, and contract processes across multiple business units. You’ll be a key partner to Sales, Finance, Legal, Product, and Operations, ensuring deals are efficient, compliant, and aligned with company objectives.This position requires deep expertise in SaaS business models, subscription pricing, and deal operations. You will play a critical role in streamlining processes, driving accuracy in quote-to-cash, and supporting scalable growth across regions and products.
Responsibilities:
Deal Structuring & Pricing
Oversee quote and contract structuring, pricing strategy, and approval workflows across multiple business units.
Serve as the primary pricing approver for complex and non-standard deals, ensuring profitability and compliance.
Provide strategic guidance on product bundling, SaaS pricing models, and contract terms, with a deep understanding of recurring revenue mechanics.
Ensure all quotes and contracts are compliant, provisionable, and align with company policies and strategic goals.
Process Optimization & Tooling
Lead continuous improvement initiatives across deal desk operations to reduce turnaround times and manual work.
Manage and enhance provisioning processes and tool integrity, resolving bottlenecks and improving efficiency.
Collaborate on the testing, implementation, and optimization of tools and systems—including CRM, CPQ, and ERP platforms.
Leverage experience with Oracle Fusion Subscription Management (or similar) to ensure system alignment with deal desk workflows and revenue operations.
Cross-functional Collaboration
Serve as a liaison between Sales and internal teams (Finance, Legal, Product, Operations) to navigate complex deal structures.
Support product launches and go-to-market motions with pricing setup, provisioning logic, and internal enablement.
Provide training and guidance to Sales, Legal, and other teams on deal desk tools, policies, and processes.
Compliance, Audit & Reporting
Maintain strong internal controls over deal approvals, pricing exceptions, and contract workflows.
Partner with Finance and Compliance teams to support internal and external audits related to contracts and approvals.
Track and analyze operational KPIs and team metrics to identify improvement opportunities.
Leadership & Team Development
Lead and develop a global team of Deal Desk Consultants, fostering a culture of empowerment, accountability, and continuous improvement.
Set clear goals, provide mentorship, and deliver ongoing feedback and performance reviews.
Scale team capabilities and support future growth of the business.
Basic Qualifications (minimum requirements needed to perform this job)
Deep understanding of SaaS contract structures, usage and subscription-based pricing models, and recurring revenue operations.
Proficiency with Salesforce, CPQ tools, and ERP integrations.
Strong analytical, communication, and stakeholder management skills.
Preferred Skills
Experience supporting high-growth technology companies with complex deal cycles.
Prior experience with cross-functional implementations involving Oracle Fusion, Salesforce CPQ, and related tools.
Familiarity with global pricing, tax implications, and multi-currency deals.
Education Requirements & Work Environment:
Bachelor’s degree in Business, Finance, or a related field; MBA or equivalent is a plus.
5+ years of experience in Deal Desk, Sales/Revenue Operations, or similar functions in a B2B SaaS environment.
5+ years of direct team management experience.
It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.
Merative participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http://www.uscis.gov/e-verify/employees