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Finance and Operations
MuleSoft is a business unit of Salesforce, powering Salesforce’s Integration Cloud. MuleSoft’s Deal Desk team partners closely with the MuleSoft Sales organization and supporting teams to achieve our revenue goals. We’re a highly collaborative global team from a range of backgrounds, focused on making MuleSoft Deal Desk a great place to work and grow our careers; supporting Sales teams to execute bigger and better deals, and putting the customer at the heart of every commercial decision.
We’re looking for a Deal Desk Manager to work closely as a business partner with the regional sales organization and field leadership for our MuleSoft division. This person is a key enabler of deal formation and execution with a focus on minimizing sales cycle times while optimizing revenue, profitability, and deal quality. Acting as a “deal quarterback”, the Deal Desk Manager will assist with product selection, constructing deals, drafting commercial terms, exception handling, and will advise sales teams on pricing decisions. Additionally, they will be expected to accelerate decision-making by proactively facilitating reviews and escalation. This role will also function as a player-coach to junior members of the team, supporting their development and learning. This role also requires collaboration with various Salesforce functions. The ideal candidate is an experienced Deal Desk professional with a strong commercial mindset, who is intellectually curious, has very strong interpersonal skills, and works well independently. The ideal candidate is dynamic, adaptable, and excited to play a role in the team’s development.
You will have the opportunity to grow as a Deal Desk professional and to contribute to a business-critical team’s culture and expansion. We also strongly support and encourage your contributions to your community through volunteering, mentoring, and coaching.
Articulate Salesforce relevant policies that impact Account Executives compensation and regional booking recognition
Draft special terms and commercial terms for deals independently, subject to review with Deal Desk leadership.
Offer deal intelligence to assist sales leaders in decision-making.
Provide guidance to Account Executives on deal structuring in a way that meets customers’ requirements, sets them up for maximum success, and maximizes ACV within MuleSoft and Salesforce business policies.
Participates in deal reviews and commercial conversations with Account Executives, and sales leadership as appropriate.
Ensure the Account Executives are selling the correct and latest mix of products, and using the correct SKUs for their deal purpose.
Facilitate the timely review and approval of deal proposals.
Own team’s relationships with sales-supporting teams for day-to-day matters.
Collaborate with Sales Enablement team to build and deliver training sessions for field organization.
Deep understanding of enterprise software business, particularly with a solid background in subscription-based licensing for both cloud and on-premise modalities.
3 – 5 years of relevant Deal Desk (or equivalent) with a progressive track record
Proficiency in overall construct of subscription, professional service, and renewal deals; able to advise on booking and revenue recognition consequences.
Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked.
Strong communication skills and ability to clearly convey changes and updates to policies, procedures, etc.
Able to work extended hours during the month and quarter-end cycles.
Fluent in English with experience in drafting contractual terms.
An owner’s mindset.
Able to take lead and initiative in driving operational procedures and processes in the operational unit while maintaining global integrity and consistency.
Able to balance being detail-oriented as well as seeing the big picture.
Strong experience with Salesforce.com, CPQ, and other sales-related systems including data enrichment tools.
Highly responsive, thrive in a fast-paced environment.
A “do whatever it takes” attitude to enact change within the organization.
If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form (https://careers.mail.salesforce.com/accommodations-request-form) .
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