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Xirgo · 1 month ago

Global Deal Desk Manager Business Development Rolling Meadows, IL

Rolling Meadows, IL

Full-time

Hybrid

Senior Level, Lead/Staff

$110K/yr - $125K/yr

10+ years exp

Xirgo is a company focused on transforming logistics through IoT fleet solutions. As the Global Deal Desk Manager, you will lead the quote-to-close process by collaborating with various departments to structure complex deals, ensure compliance, and drive deal velocity.

Asset ManagementAutomotiveCommercialManagement Information SystemsManufacturingWired Telecommunications

No H1B

Responsibilities

Collaborate with Sales, Finance and Legal to structure complex deals, maximizing speed of deal closure and ease of doing business with Xirgo, while minimizing financial and legal risk to our organization

Combine pricing, costing, discounting, margin analysis and commercial terms to ensure alignment with Xirgo’s strategic and financial objectives

Manage deal intake, deal prioritization and approval workflows to streamline deal closure for the company

Review quotes, contracts, and non-standard terms to confirm compliance with internal pricing policies, legal requirements, and revenue recognition considerations

Provide support during negotiations directly with customers and prospects when required for large complex deals to ensure customer needs are balanced with corporate profitability

Participate in forecasts and opportunity risk analyses to the C-Suite for high value deals, ensuring timing of deal closure from Sales Representatives aligns with the current state of contract negotiations and organizational readiness

Build and maintain deal playbooks, pricing tools, templates (e.g. Estimates, Sales Orders, Reseller Agreements, MSAs, SOWs, etc.), and approval matrices

Evaluate bottlenecks and lead initiatives to automate deal desk workflows, shorten cycle times, and improve accuracy and scalability

Oversee CRM and Contract Lifecycle Management (CLM) tools (e.g. NetSuite, Docusign) to manage deals efficiently

Build dashboards and reports to track deal velocity, margin trends, pricing performance, and risk exposure

Train and enable Sales teams on deal policies, playbooks, pricing principles, and usage of quoting tools

Serve as a thought partner and escalation point when deal complexities arise. Articulate corporate and product competitive positioning and create pricing structures to achieve maximum sales and revenue potential

Provide strategic counsel to leadership on deal profitability, pricing strategy, and contracting risks

Present trends and recommendations for continuous improvement

Qualification

Deal structuringContract managementPricing strategyCRM managementAnalytical skillsSales operationsNegotiation skillsTeam trainingStakeholder influenceBusiness case developmentCustomer needs analysisInterpersonal skillsPresentation skillsStrategic thinkingRelationship buildingAdaptabilityDetail-orientedFast-paced environment

Required

10+ years in Sales Management, Deal Desk, Revenue Operations, Sales Operations, or commercial contracting roles—ideally in SaaS, IoT, or B2B enterprise environments

Knowledgeable about buying practices of large corporations; expert at knowing how to get business done in Fortune 500 environments

Demonstrated knowledge of account management strategies and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close new business

Executive track record of sales success and relationships with selling technology to large corporations and through channels (Resellers, TSPs, Distributors)

Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel) and Atlassian suite (Jira, Confluence)

Proficient in Sales CRM and CLM tools (e.g. NetSuite CRM, Salesforce, Docusign, SignNow)

Bachelor's degree in business, engineering, finance, accounting, economics, or related discipline

Exceptional interpersonal and communication skills, with the ability to build and maintain relationships with C-level executives and key decision-makers

Excellent negotiation, presentation, and contract management capabilities

Strong analytical skills to build pricing models, analyze margins, and develop performance dashboards

Demonstrated experience in creative deal structuring for fortune 500 organizations with complex contracting requirements

Ability to build relationships and influence stakeholders at all levels

CRM and CLM system management for process management and reporting

Strategic thinker with a focus on details, organization and execution

Ability to work in a fast-paced environment, manage multiple priorities, and adapt to changing customer needs