ThoughtSpot · 1 day ago
Senior Manager, Deal Desk & Deal Strategy
Mountain View, CA
Full-time
Hybrid
Senior Level, Lead/Staff
$139K/yr - $200K/yr
8+ years expThoughtSpot is a leader in AI-powered analytics and natural language search. The Senior Manager, Deal Desk & Deal Strategy will lead the global Deal Desk organization, ensuring efficient deal execution and strategic guidance on complex transactions while collaborating with various departments to optimize commercial outcomes.
AnalyticsArtificial Intelligence (AI)Big DataBusiness IntelligenceMachine LearningSaaS
Responsibilities
Lead and oversee a global Deal Desk team supporting all deals across regions and segments
Establish coverage models, SLAs, and operating rhythms to support a global, fast-moving sales organization
Ensure consistent application of pricing, discounting, and deal policies worldwide
Provide strategic guidance on complex and high-value deals to maximize revenue, margin, and long-term customer value
Personally advise on pricing strategy, deal economics, contract terms, and negotiation approach for strategic opportunities
Model scenarios and provide recommendations for executive decision-making on high-impact deals
Balance deal velocity with margin protection, risk management, and long-term customer value
Define, enforce, and continuously improve deal desk policies, approval frameworks, and escalation paths
Ensure consistency across pricing, discounting, contract terms, and deal economics
Partner with Finance and Revenue to ensure alignment with revenue recognition, compliance, and controls
Own global deal desk analytics and reporting, providing insight into:
Deal cycle time and bottlenecks
Discounting and margin trends
Exception rates and approval patterns
Renewal vs. expansion mix and deal quality
Deliver strategic insights to Sales and Executive Leadership to influence pricing and GTM strategy
Partner with Salesforce Operations to ensure accurate data capture, reporting, and dashboards
Act as the central coordination point between Sales, Finance, Legal, Revenue, and Operations
Facilitate fast, informed decision-making on high-impact deals
Present deal recommendations, trade-offs, and risks to senior and executive stakeholders
Drive continuous improvement of deal desk workflows, tooling, and automation
Partner with Salesforce Operations on CPQ, approvals, and reporting enhancements
Scale processes to support growth in a fast-paced, fast-growing environment while maintaining strong governance
Hire, coach, and develop Deal Desk team members globally
Set clear expectations, performance metrics, and career development paths
Foster a culture of accountability, analytical rigor, strategic thinking, and customer-centric focus
Qualification
Required
8+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or Commercial Strategy
3+ years of experience leading global or distributed teams
Strong analytical skills with experience using data to influence pricing, deal strategy, and commercial decisions
Deep understanding of SaaS pricing, discounting, renewals, and expansion motions
Proven ability to partner with Finance, Legal, and Revenue on complex deal structures
Experience thriving in a fast-paced, fast-growing organization
Experience in high-growth SaaS or cloud-based organizations
Advanced Salesforce reporting and dashboard experience; CPQ familiarity strongly preferred
Experience supporting global enterprise sales teams
Global leadership mindset with strong operational discipline
Data-driven decision-maker with executive presence
Excellent judgment in high-pressure deal scenarios
Ability to scale processes without slowing the business
Strong communication and stakeholder management skills
Strategic thinker capable of advising on complex deal structures
Preferred
Advanced Salesforce reporting and dashboard experience; CPQ familiarity strongly preferred
Benefits
Equity
Company bonus or sales commissions/bonuses
401(k) plan
Medical, dental, and vision benefits
Company
ThoughtSpot
ThoughtSpot is the AI-native Intelligence Platform for every enterprise, on a mission is to create a more fact-driven world through data.
501-1000 employees
H1B Sponsorship
ThoughtSpot has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (16)
2024 (19)
2023 (17)
2022 (21)
2021 (22)
2020 (22)
Funding
Current Stage
Late StageTotal Funding
$663.7MKey Investors
March CapitalSnowflake VenturesLightspeed Venture Partners
2024-02-01Secondary Market
2021-11-15Series F· $100M
2021-09-04Secondary Market
Leadership Team
Ketan Karkhanis
CEO
Ajeet Singh
Co-founder & Executive Chairman
Recent News
solutionsreview.com
2025-12-13
2025-12-11
Company data provided by crunchbase