Deal Desk Manager, APACPosted today

Cloudflare
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The opportunity

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul.

What you'll do

  • Orchestrate Strategic Deal Architecture: Lead the structuring and execution of non-standard, high-value enterprise deals, providing high-judgment guidance that balances competitive differentiation with long-term business health. Build creative financial models and custom discount strategies that align customer usage patterns with corporate revenue goals.

  • Sales Co-pilot & Strategic Influence: Serve as a strategic partner to Sales leadership, utilizing data driven insights and workflows to maximize deal velocity, improve LTV, and ensure discovery reflects true customer needs. Perform analysis on pricing and deal terms, leveraging AI insights to recommend "next best action" for deal structuring and margin optimization. Drive consensus across internal stakeholders (Legal, Finance, Revenue Recognition, Compliance and Product) to negotiate viable compromises on non-standard commercial, financial, and legal terms while safeguarding corporate margin thresholds and risk tolerance.

  • Champion AI, Curate and Tune AI Agents for Automation Integration: Manage the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale. Champion the integration of LLMs and generative AI tools to automate deal desk workflows, significantly reducing deal cycle times. Identify bottlenecks and implement AI-powered productivity solutions.

  • Drive Process Iteration: Partner with cross-functional teams (Legal, Finance, Product) to build, streamline, and automate deal desk processes, architecting autonomous approval workflows and focusing on reducing field friction through relentless automation.

  • Minimum 8+ years of Deal Desk, FP&A, Revenue Operations, or similar: experience with a proven track record supporting large-scale enterprise sales motions; 3+ years of direct deal desk experience (deal analysis, deal governance and customer negotiation) preferred

  • Financial & Sales Acumen: Solid understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable. Experience selling software is a bonus

What they're looking for

  • Contract & Pricing Knowledge: Experience drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. Ability to analyze and recommend the best course of action for complex pricing and licensing situations
  • Data & AI Literacy: Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation. Ability to understand and audit automated pricing models to ensure alignment with long-term company goals.Relentless focus on iterative automation and translating complex business policies into streamlined, automated logic
  • Strategic Influence & Negotiation: Demonstrated ability to navigate complex, internal cross-functional negotiations and make high-judgment decisions in fast-paced environments. Partner directly with Sales Management and Account Executives during external customer negotiations, equipping them with counter-proposal options or directly engaging in client commercial discussions to structure win-win enterprise agreements
  • Communication: Serve as the single point of contact between Sales, Finance, Revenue Recognition (ASC 606), Legal, and Product Management on advising deal constructing and managing deal escalation. Skilled in commercial negotiation strategy, advising Sales on customer-facing concessions, and directly engaging in external negotiations with customer procurement/legal teams to drive deal closure. Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders