Acceldata · Waterloo
Sales & BusinessSalesRemoteFull-Timeposted 2mo ago
*We are looking for candidates based on Eastern or Central Time Zones.
Reporting to the Sr. Director, Revenue Strategy & Operations, the Manager, Deal Desk owns the end-to-end execution of Acceldata’s most strategic and complex enterprise deals and will continue to iterate and build upon the function that scales them. This is a foundational hire. You will be the first dedicated owner of Acceldata’s Deal Desk: running live deals hands-on today, while standing up the process, tooling, and playbooks that turn rapid deal support into a true competitive advantage tomorrow.
You will sit at the center of every large enterprise transaction; partnering with Sales, Finance, Legal, Product, and Revenue Operations to structure deals, protect margin, accelerate cycle times, and remove friction between “verbal yes” and signed contract. You’ll work with some of the world’s largest and most complex organizations, navigating key deal terms, consumption-based and open-source commercial models, and mission critical customer relationships with the world’s most sophisticated buyers.
This role is ideal for a builder: someone confident enough to hold the line with Sales but humble enough to keep learning, logical under pressure, and energized by finding the gaps and closing them with better process, automation, and AI. Over the next 12–18 months, the right person will grow this from a one-person function into a global team.
Acceldata is the leader in enterprise data management, helping the world’s largest organizations build and operate enterprise grade data products. As we scale, the way we structure and close complex deals is a direct lever on revenue, margin, and customer trust. We have a talented, highly motivated and fast moving team, and you’ll have the opportunity to apply your skills and insights and constantly learn in a high-growth environment.
You won’t inherit a mature machine, you’ll continue to build it. This is a rare chance to transform a function, set the standard, and grow it into a team, while making an immediate impact on every strategic deal we run. If you’re an owner who loves collaborative problem solving and building fast, scalable processes, we’d love to meet you.
Run Enterprise Deal Flow
Serve as the trusted deal partner for the field on complex, high-value enterprise opportunities; from deal structuring and quoting through approvals and signature.
Structure contracts and licensing with the world’s largest companies: leveraging consumption/usage-based models, multi-year & ramped commitments, co-sell and marketplace transactions, and enterprise frameworks.
Own the quote-to-contract path: ensure accuracy, enforce approval workflows, and keep deals moving with urgency, especially at quarter- and year-end.
Be the connective tissue across Sales, Finance, Legal, Product, and Revenue Operations; driving alignment and fast, sound decisions on pricing, terms, and deal optimization.
Build the Function
Design and mature Deal Desk processes, approval matrices (delegation of authority), and playbooks from a maturing baseline into a scalable, referenceable and repeatable system.
Optimize and extend the tooling stack (CRM/CPQ/CLM and approval workflows), partnering with Revenue Operations to automate manual steps, reduce cycle time, drive adoption and improve standardization.
Identify gaps proactively and close them using automation, AI, and clean data to improve deal velocity, quote accuracy, and margin protection.
Translate sales team and customer feedback into process improvements, and codify what “good” looks like as the team and deal volume grow.
Protect the Business & Enable Sales
Safeguard pricing integrity and margin while keeping the path to “yes” fast and predictable for reps.
Partner on pricing strategy and packaging; surfacing insights from the deal pipeline to inform discounting guardrails and commercial policy.
Build sales enablement and self-serve guidance so reps know how to structure deals correctly the first time.
Lay the foundation for a future team: documentation, standards, and scalable processes that a growing Deal Desk can run on.
4-6 years in deal desk, sales operations, revenue operations, enterprise sales, contracts/commercial, or a comparable role; or a track record that proves you can learn this fast. We care more about horsepower and judgment than a specific title.
Strong command of the most critical components of an enterprise deal: pricing and discounting, commercial structure, and core legal concepts (MSAs, order forms, redlines, liability, term/renewal).
Proven ability to drive deals to close: organized, diligent, and calm under quarter-end pressure, with a bias for action, and relentless determination to get things done.
A builder’s instinct: you spot inefficiency, design better processes, and improve systems rather than just working within them.
Comfort with SaaS and enterprise complexity; ability to work with the world’s largest organizations and their procurement, security, and legal teams.
Fluency with CRM and deal tooling (e.g., Salesforce) and an appetite to leverage automation and AI to scale yourself.
Strong cross-functional collaboration and influence without authority; confident and direct with Sales, but a true partner, not a blocker.
Coachable, logical, and humble; you hold the line on the things that matter without being adversarial, and you keep getting better.
Excellent communication and a sales-culture fit: you operate with urgency, ownership, and a team-first mentality.
Flexibility to work across a broad range of global markets, timezones, customer business processes and functional disciplines.
Ability to explain company business priorities to internal and external counterparts as you influence deal structures and optimize terms.
Commitment to compliance with all laws, regulations and good business practices.
Experience with consumption/usage-based pricing or open-source commercial models.
Background supporting data, analytics, AI, or developer/infrastructure platforms.
Hands-on experience with CPQ and CLM platforms and building approval automation.
Familiarity with cloud marketplace (AWS/GCP/Azure) and channel/co-sell deal motions.
Experience standing up or scaling a Deal Desk function from the ground up.