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AppFolio · 1 month ago

Sr. Deal Desk Manager

Santa Barbara, California

Full-time

Hybrid

Senior Level, Lead/Staff

$138K/yr - $173K/yr

8+ years exp

AppFolio is a technology leader in the real estate industry, seeking a Senior Deal Desk Manager to optimize the structure and profitability of complex deals. This role involves collaboration across Sales, Finance, Legal, and Product teams to ensure compliance and alignment with business strategies while driving efficiency in the deal process.

AnalyticsComputerInformation TechnologyProperty ManagementPropTechSaaSSoftwareWeb Hosting

Responsibilities

Serve as the primary subject matter expert and trusted advisor to the Sales and Customer Success teams on all deal-related matters, including complex contract structures, non-standard terms, and exception management

Provide real-time, data-driven consultation on deal strategy, pricing, and commercial terms to maximize profitability, manage risk, and accelerate the sales cycle for high-value and enterprise transactions

Ensure all deals are structured and documented in compliance with company policies, internal approval matrices, and U.S. GAAP revenue recognition principles

Develop and manage sophisticated financial models to evaluate the economic impact (e.g., Gross Margin, TCV, ARR, discount ROI) of non-standard deal terms, presenting clear risk/reward profiles and recommendations to senior leadership

Drive continuous improvement of the Quote-to-Cash (QTC) process, including deal intake, quoting, approval workflows, and booking to enhance efficiency, scalability, and sales productivity

Partner with RevOps/IT to define business requirements, test, and implement enhancements for critical deal-related systems, primarily Salesforce (CPQ), ERP (e.g., NetSuite), and other contracting tools

Develop and deliver targeted training and enablement to the field organization on new policies, tools, pricing, and best practices to drive consistency and self-service

Own and report on Deal Desk Key Performance Indicators (KPIs) such as deal cycle time, discount velocity, exception rates, and deal profitability to provide actionable insights for GTM and Finance leadership

Act as the governance owner and operational enforcer of the official pricing policies, discount guidelines, and approval matrices set forth by the Pricing and Strategy teams

Partner closely with Product and Pricing teams by providing crucial "field-level" feedback based on deal exceptions and market friction. This feedback will directly inform the evolution of AppFolio's pricing models and product packaging strategy

Collaborate with Pricing and Product Marketing to ensure operational readiness for all new product introductions and packaging changes, helping to design workflows and configure systems (CPQ) to support them flawlessly before launch

Analyze recurring deal exceptions and custom requests to provide data-backed recommendations to the Pricing and Strategy teams, helping them to identify gaps in current offerings and opportunities for profitable adjustments

Qualification

Deal Desk experienceSaaS pricing expertiseSalesforce proficiencyFinancial modelingU.S. GAAP knowledgeAnalytical skillsOperational mindsetCommunication skills

Required

8+ years of progressive experience in Deal Desk, Sales Operations, Commercial Finance, or Revenue Operations roles within the Enterprise SaaS or B2B software industry, preferably at a publicly traded company

Bachelor's degree in Business, Finance, Economics, or a related quantitative field

Expert-level proficiency with CRM systems (Salesforce required) and CPQ tools (e.g., Zuora CPQ, other Revenue Cloud applications)

Strong understanding of U.S. GAAP revenue recognition principles and the ability to interpret, understand, and negotiate commercial/legal contract terms

Superior analytical and problem-solving skills, with a proven ability to translate complex data and financial models into clear, executive-level recommendations

Demonstrated success in designing, implementing, and optimizing cross-functional processes and workflows in a high-growth, fast-paced environment

Exceptional written and verbal communication skills, with the ability to build effective working relationships and influence stakeholders at all levels of the organization