.The Deal Desk team are experts at removing barriers, enabling growth, and ensuring Revenue has the right framework to move at the speed of progress.
Our job is to make sure Chainalysis has the right framework in place to grow both quickly and thoughtfully.The Deal Desk Manager is a multifaceted strategic and operational advisor to our largest sales region, EMEA within our Deal Desk Function.
They will work very closely with our Revenue Operations, Finance, Legal, Product and Marketing teams to provide strategic quoting and deal structuring support to the EMEA and Global Sales Team.In this role, you'll:Develop in-depth knowledge of Chainalysis licensing and pricing models to provide deal structuring and quoting support to our global sales teams.Perform price / discount realization analysis, combined with relevant deal context, and present executive level summaries with actionable recommendations to key business approvers.Provide both tactical and strategic guidance to our Sales teams by coaching on contract objection-handling techniques, alternative contract options, and best practices to help close deals.Function as point of contact and subject matter expert / project manager for Sales on deal pricing matters and questions related to common customer requests regarding deviations from Chainalysis standard operational processes, infosec standards, and SLA/engineering positions.Build analytics, KPIs and business processes relevant to pricing, and use performance insights to drive improvements and share key learnings with executive-level leadership.Partner with regional leadership to prioritize and organize projects and deals for critical deadlines at customer and for month-end, quarter-end, and year-end.Collaborate with the Sales Enablement team to create training content for your region to ensure Sales is informed on new products, best practices and regular updates to policies, etc.Create, maintain and innovate with respect to an ongoing knowledgebase of common issues arising during deal cycles.Establish key plays for the Deal Desk team and ensure they are enabled to be the most creative and effective they can be.We're looking for candidates who have:Robust experience in a Deal Desk role, with a focus on supporting fast-growing multinational companies.Expertise in related areas such as sales operations and enablement, finance, and legal, including significant experience in structuring and quoting complex SaaS transactions.Extensive experience in Deal Desk operations, including sales enablement, finance, legal, and complex SaaS deal structuring for multinational companies.Proficiency in Salesforce and Salesforce CPQ, with solid knowledge of Quote-to-Order stages in the Lead-to-Cash lifecycle.Familiarity with revenue recognition standards (GAAP, ASC 606).Proven analytical skills, including in-depth analysis, modeling, and prioritization of business requirements.Strong negotiation skills and ability to resolve customer satisfaction issues