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Deal Desk Manager

Exa· Operations
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San Francisco, California$190k - $275kFull-timePosted 2mo ago

About the role

Role to build Exa’s deal desk from scratch, standardizing how commercial deals are crafted, governing pricing, approvals, quoting, and bookings to enable fast, auditable, and scalable deal execution.

Responsibilities

  • Be the first call for AEs on non-standard deals: structure options, pricing scenarios, commercial tradeoffs, and fastest credible path to approval.
  • Own the commercial architecture of consumption deals: committed spend tiers, rate cards, overage and true-up mechanics, minimums, rollover, ramped commitments, and multi-year structures.
  • Build data driven discount and pricing guidance within defined bands to minimize exceptions.
  • Model deal economics before signature: effective rate, blended discount, ARR vs. TCV vs. consumption risk, and margin implications of committed-use pricing.
  • Design and run the approval matrix and delegation of authority across stakeholders and leadership.
  • Own quoting and order form generation end-to-end, including CPQ configuration and templates.
  • Partner with Legal on redlines and non-standard terms.
  • Coordinate handoff into Finance and billing with accurate start dates and schedules.
  • Maintain audit trails on every exception to enable defensible decisions.
  • Own bookings policy application and revenue governance, including ramp, multiyear handling, debookings, downgrades, and mid-term amendments.
  • Ensure data quality at close for opportunity data, stage integrity, close dates, product/segment tagging, and downstream reporting fields.
  • Participate in deal reviews and forecast calls as a commercial partner to mitigate risk and improve velocity.
  • Enable AEs and FDEs on pricing, packaging, and approvals to streamline the majority of deals.
  • Provide market pricing insights to pricing strategy discussions with Sales, Product, and Finance.
  • Publish a personal performance scoreboard on turnaround time, exception rate, discount trends, and friction points.
  • Automate the desk by creating templated structures, self-service quote paths, and Salesforce-based approvals.
  • Collaborate with Head of Revenue Systems & Technology to integrate quoting, approvals, and billing into the tech stack.
  • Create playbooks and documentation to scale the function beyond one person.

Qualifications

  • 6+ years in deal desk, deal strategy, order management, sales operations, or commercial finance at high-growth B2B technology companies.
  • Direct experience structuring consumption or usage-based commercial agreements (committed spend, overage, true-ups, ramps).
  • Fluency in enterprise contracting mechanics: order forms, MSAs, DPAs, security addenda, and weight-bearing terms.
  • Strong Salesforce fluency with CPQ and approval automation experience.
  • Proven ability to model deals and defend numbers in discussions.
  • Judgment to say no to bad structures and pragmatism to find workable solutions; disciplined with velocity.
  • Comfort working in a fast-moving, small-team environment where processes are yet to be written.

Skills

Required:Deal structuringPricing & discount modelingCPQ & quotingSalesforce automation
Nice to have:Contracting & legal coordination

Benefits

  • Exa is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, age, veteran status, marital status, pregnancy or related conditions, criminal histories consistent with applicable law, or any other basis protected by applicable law.
Last updated Aug 19, 2026. Interested? Apply on the company site.
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About Exa

Web search rebuilt for LLMs

Exa is a search engine built for AIs. We enable developers to filter the internet's content with complex queries in order to bring the world's knowledge into their AI apps.

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