Deal Desk Specialist
At a glance
Mid-level Revenue & Sales Operations role at jfrog. London.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Advise sales leaders on pricing, discounts, contract language, and structures for complex nonstandard transactions
- Manage quotes and pricing approvals each day while checking requests against sales and business policies
- Coordinate with Revenue, Finance, Legal, and Sales Operations on billing, terms, and revenue recognition issues
- Analyze unusual or discounted deals, then present clear recommendations to decision-makers
- Improve repeatable deal workflows and train sales teams on quoting, pricing, and related processes
What you bring
- At least three years supporting Deal Desk or direct sales operations
- An MBA or master's qualification in Finance or Economics
- Hands-on Salesforce and CPQ experience
- Knowledge of ARR, revenue recognition, and order-processing fundamentals
- Enterprise software sales experience, strong analytics, and careful handling of complex deal details
Who this fits
You’ll suit a self-directed commercial operator who can communicate with sales teams, senior managers, and cross-functional partners. The role requires flexibility during End of Month and End of Quarter peaks, plus native English. It is hybrid from the London office, with three office days and two remote days.
From the employer
Hybrid role (3 days in the office, 2 days remote), based in our London office at HYLO, 103–105 Bunhill Row, London EC1Y 8LZ.
At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. If you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of a critical mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey?
We are looking for a self-motivated trusted advisor to the sales management who works with sales teams on large, complex, and non-standard deals, discounts, contract terms, and commercial structures to get those deals moved along as seamlessly as possible. This person will act as a primary point of contact for all the departments and key stakeholders involved in the completion of non-standard deals. Build scalable solutions that help our sales teams and leadership make informed decisions and are essentially helping craft deals that drive our revenue growth.
As a Deal Desk Specialist at JFrog you will...- Be the trusted advisor to the Sales leadership and team, collaborating on pricing and commercial terms for non-standard transactions
- Be a subject matter expert on sales and revenue compliance policies and advise Account Executives on alternative compliant contract options
- Partner with the Revenue, Finance, Legal and Sales Ops teams, to review or address revenue recognition concerns, Finance and billing issues, special terms, and pricing for non-standard deals
- Own day-to-day quote management and pricing approvals, ensuring compliance with sales and business approval policies
- Perform analysis on nonstandard and discounted deals
- Present analyses of deals to decision-makers in a clear and concise fashion that enables them to make a quick and informed decision
- Acts as a point of escalation for deal-related matters
- Serve as a gatekeeper to the senior management by reviewing requests before they are escalated
- Develop robust and repeatable deal processes, identifying process improvement and automation simplifying
- Provide sales training and enablement of quoting, pricing and processes
- 3 years of proven success in a Deal Desk function or other direct sales support role
- MBA or Master’s Degree in Finance or Economics
- Experience with Salesforce and CPQ
- Strong understanding of Annual Recurring Revenue (ARR), revenue recognition and order process principles
- Experience working with enterprise software sales teams
- Excellent team player and effective communicator with all levels of management and cross-functional organizations
- Self driven with strong business acumen, strong reporting and analytics skills, troubleshooting and problem-solving
- High attention to detail is required to ensure accuracy in complex deal structures.
- Highly organized, customer-focused, innovative and strong attention to detail
- Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
- English Native Speaker
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