Manager, Global Deal Operations & Governance

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Manager, Global Deal Operations & Governance based in the United States. This role leads a global deal operations function at the center of complex quote-to-cash processes. You’ll manage a distributed team while ensuring exception-based quoting and deal support operate with speed, accuracy, and clear accountability. The position combines people leadership, operational governance, systems expertise, and cross-functional transformation. You’ll partner closely with Sales, Finance, Renewals, IT, CPQ, and other stakeholders to improve processes and resolve complex commercial challenges. A key focus will be distinguishing short-term operational needs from root-cause improvements that reduce manual work and strengthen scalability. The ideal leader is comfortable navigating ambiguity, translating system complexity into actionable recommendations, and driving meaningful change. This is an opportunity to shape global deal operations while introducing automation and AI-enabled improvements across the commercial lifecycle.

Lead and develop a global team of deal operations analysts across regions and time zones, overseeing workload allocation, coaching, performance management, and hiring. Own day-to-day deal operations, including exception-based quoting, case management, approval queues, and customer satisfaction or replacement-related workflows. Establish clear ownership, service levels, operating standards, and escalation paths to ensure work is completed efficiently and consistently. Maintain operational performance against the speed and accuracy expectations required by Sales and Finance, with particular focus on quarter-end execution. Lead cross-functional initiatives to improve the quoting experience, enhance CPQ and related systems, standardize processes, and strengthen documentation and enablement. Represent deal operations in cross-functional and leadership forums, translating complex system and process issues into concise, decision-ready recommendations. Partner across Deal Governance, Deal Structuring, Finance, Renewals, IT/CPQ, and Sales to ensure new programs and deal types are operationally viable. Serve as a senior escalation point and subject-matter expert for complex, exception-based quoting scenarios. Identify opportunities to distinguish recurring operational issues from underlying root causes and drive sustainable process, system, and automation improvements. Champion AI and automation initiatives that reduce manual effort, improve accuracy, and increase the scalability and efficiency of deal operations. Ensure upstream commercial decisions are evaluated for their downstream impact on booking, revenue, commissions, forecasting, and other quote-to-cash processes. Requirements 7+ years of experience in deal desk, deal operations, revenue operations, quote-to-cash, or a closely related commercial operations function. Strong practical understanding of CPQ environments, particularly Salesforce/SFDC, and experience supporting complex quoting processes. Demonstrated people-management experience or clear readiness to lead and develop a team in an environment characterized by ambiguity and quarter-end pressure. Strong ability to make sound, defensible decisions when processes or requirements are not fully defined. Excellent executive and upward communication skills, with the ability to translate technical and system-level complexity into clear recommendations for senior leaders. Proven ability to identify root causes rather than simply resolve recurring operational issues, with a strong orientation toward continuous improvement. Strong systems and process orientation, including an understanding of how upstream commercial decisions affect downstream operational and financial systems. Experience driving cross-functional change initiatives involving Sales, Finance, IT, Renewals, and other business functions. An AI-forward mindset and demonstrated interest in applying automation and emerging technologies to improve operational efficiency and accuracy. Strong organizational, analytical, problem-solving, and stakeholder-management skills. Experience in SaaS, subscription, or consumption-based pricing models is preferred. Exposure to deal governance, revenue recognition concepts, channel or MSP quoting is advantageous. Experience creating durable documentation, enablement materials, and operating processes that can scale beyond individual contributors is a plus. Ability to simplify complex situations and communicate effectively in high-pressure meetings and business environments. Benefits Salary: $126,100–$189,900 USD for most U.S. remote locations. Salary: $140,100–$210,100 USD for locations including the San Francisco Bay Area, DC Metro, New York City, and Seattle. Compensation within the applicable range is determined by factors including work location, job-related skills, experience, education, and training. Eligibility for bonus potential. Equity opportunities. Comprehensive employee benefits. Remote work arrangement within the United States. Opportunity to lead a globally distributed team and collaborate across multiple commercial and technical functions. Opportunity to drive operational transformation through process improvement, automation, and AI-enabled tools. Inclusive environment focused on equal access to professional growth and development. Reasonable workplace accommodations available for qualified individuals with disabilities.

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