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Senior Manager, Deal Desk & Pricing (m/f/d)

RobCo Inc· Finance
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MunichFull-timePosted 3mo ago

About the role

Lead end-to-end deal lifecycle, pricing strategy, and deal structuring for RobCo's enterprise and strategic partner business. Reports to CFO with dotted line to CRO; partner with Sales, Legal, Revenue Accounting, FP&A, and Product to optimize deal velocity, profitability, and risk across multi-site, multi-region deployments.

Responsibilities

  • Own the deal desk function end-to-end. Be the single point of accountability for how deals are priced, structured, approved, and booked at RobCo. Build the playbooks, approval matrices, and SLAs that let Sales move fast on standard deals and bring the right rigor to non-standard ones.
  • Structure and quarterback strategic deals. Lead deal strategy on our largest and most complex enterprise opportunities and strategic partner deals (OEMs, integrators, channel) - including multi-site rollouts, frame agreements, pilot-to-scale conversions, and pricing for novel commercial constructs.
  • Own pricing strategy and execution. Maintain and evolve our pricing architecture across hardware, software, services, and RaaS subscription components. Run discounting governance, list price reviews, and packaging changes. Build pricing intelligence that informs both individual deal decisions and broader commercial strategy.
  • Enable the commercial team. Translate financial model - unit economics, gross margin targets, cash profile, RPO and ARR mechanics - into pricing, terms, and deal structures that enable the team to move quickly and confidently.
  • Partner with Revenue Accounting on deal structure. Work with IFRS 15 / ASC 606 implications - lease vs. service classification, SSP allocation, variable consideration, contract modifications.
  • Run quote-to-cash. Own the operational backbone of how deals move from opportunity to booking - CPQ, approval workflows, order forms, handoffs to Revenue, Deployment, and Customer Success.
  • Build the team and the system. Hire a small, senior Deal Desk team across Munich and the US; design tooling and AI-leveraged workflows to support a fast-growing global Sales org.
  • Be a trusted advisor to Sales. Partner with Account Executives and regional leaders to build deal-structuring capability, coaching on commercial constructs, negotiation strategy, and deal economics.

Qualifications

  • 8+ years of progressive commercial / deal desk / pricing experience, with at least 3 years leading a Deal Desk function at a high-growth SaaS, hardware, or hardware-as-a-service company
  • Direct prior Deal Desk experience is required - ideally covering enterprise deals and strategic partner / channel deals
  • Software-as-a-service and hardware background strongly preferred - robotics, industrial equipment, capital equipment leasing, IoT, medical devices, or similar
  • Strong pricing background with ownership of pricing strategy and execution
  • Demonstrated fluency with subscription and multi-element commercial models (RaaS, equipment-as-a-service, SaaS, hardware-plus-services)
  • Experience in a multi-region environment (DACH and North America), English and German proficiency
  • Strong command of CPQ, CRM, and quote-to-cash tooling (Salesforce, Salesforce CPQ / DealHub / Conga); experience designing CPQ/workflows a plus
  • Systems mindset and AI inclination; proven ability to build lean functions and automate workflows
  • Ability to operate under time pressure with senior leadership; comfortable in ambiguity and fast-moving environments
  • True player-coach mindset with ability to mentor and grow others
  • Comfort with a Series C environment and willingness to build, not just run processes

Skills

Required:Deal desk leadershipPricing strategy and executionCPQ / quote-to-cash

Benefits

  • Flat hierarchies, open communication, and regular 360° feedback
  • Wellness benefits with Wellpass membership across Germany
  • Flexible working hours and option to work from home depending on role
  • Modern office
  • Regular team events (beer & pizza, ski trips, Oktoberfest)
Last updated Oct 7, 2026. Interested? Apply on the company site.

About RobCo Inc

Autonomous Industrial Robotics | RobCo - Zero Upfront

RobCo—Autonomous Industrial Robotics platform offering end-to-end robotics solutions, RaaS with zero upfront investment, and AI-powered automation for adaptable manufacturing.

AutomationAutomation as a Service (RaaS)AutonomyDigital TwinFinishingIoT retrofitMachine loading & unloadingMaterials handling
Company profileWebsite

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