Deal Desk Manager


Role Description

As the Deal Desk Manager, you will be a trusted advisor and work closely with sales leadership, operations leadership and cross-functional partners to craft streamlined processes for the Direct Sales team. You will manage a team of Deal Desk Analysts, and be highly specialized in deal structuring, execution, and scaling deal operations for the Global Direct Sales team.  To be successful, you need to be a subject matter expert on not just the product but also on internal processes to ensure alignment and delivery to best fit the customer’s needs. You’ll act as the escalation point for objections and concerns, and follow up on Deal Desk activities to keep the deal moving along.


  • Define and implement the operational strategy for the team
  • Directly manage team of Deal Desk Analysts by driving performance targets for the Deal Desk team and keep stakeholders updated on the performance  
  • Craft and consult on complex proposals as the go to liaison between our sales team and legal/finance
  • Develop an in depth understanding of licensing models and recommend contract structures 
  • Innovate and maintain scaleable operations to increase contract velocity and efficiency
  • Act as the point of escalation and primary advisor on complex deal-related matters, advising the team on alternative contract options, and/or value propositioning to help drive deal closures and ensure deals comply with revenue recognition and operational policies
  • Develop and drive strategy initiatives to improve productivity, Deal Desk improvements, company deal policies and simplifying processes throughout the Sales Operations and Sales Organization
  • Partner with Sales Operations on process/system improvements, sales enablement and special projects
  • Delivers relevant training to new and existing Sales reps on Deal Desk and overall Quote-to-Cash best practices


  • 2+ years experience managing a Deal Desk function, preferably in the Enterprise SaaS/B2B Industry
  • 3–6 years of experience in a deal desk strategy or related sales operations functions. 
  • Self starter with prior experience with complex, cross-functional pricing & proposal execution across sales, legal, and finance
  • Clear and thoughtful communicator with exceptional critical thinking skills 
  • Ability to analyze and recommend licensing structures and contract terms
  • Prior experience with Salesforce and quote to contract tools and process
  • Highly organized, customer-focused, innovative and strong attention to details
  • Strong business acumen, reporting and analytics, troubleshooting, problem-solving, and project management skills
  • Excellent communicator – both verbal and written, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Quarter/Year
  • Strong quantitative skills and highly proficient in gSuite,, or similar CPQ tools
  • Knowledge and skills to create, maintain and deliver reports in Salesforce and key performance metrics

Total Rewards

For candidates hired in Colorado, the expected salary/On-Target Earnings (OTE) range/rate for the role is $116,500 – $137,100 – $157,700.
This salary/OTE range represents the low, middle, and high end of the salary or OTE (Sales roles) range for this position, and is subject to change. To determine a Dropboxer’s starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal parity. This position may be considered a promotional opportunity
Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families.  Our benefits and perks programs include, but are not limited to: 
  • Competitive medical, dental and vision coverage
  • (US Only) Competitive 401(k) Plan with a generous company match and immediate vesting
  • Flexible Time Off/Paid Time Off, paid holidays, 11 Company-wide PTO days, Volunteer time off and more
  • Protection Plans including; Life Insurance, Disability Insurance and Travel benefit plans
  • Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
  • Parental benefits including; Parental Leave, Child and Adult Care, Day Care FSA (US Only), Fertility Benefits (US Only), Adoption and Surrogacy support and Lactation Support  
  • Mental Health and Wellness benefits 
  • Free Dropbox space for your friends and family
Additional benefits details are available upon request.