Deal Desk Manager (Fixed-Term)

As a Deal Desk Manager at Chainalysis, you serve as a strategic and operational advisor to our most complex and highest-growth region within the Deal Desk function. You work closely with Revenue Operations, Finance, Legal, Product, and Marketing teams to provide strategic quoting and deal structuring support to the US and Global Sales Team. This is a fixed-term opportunity for 3 months with an option to extend, and while remote, we prioritize candidates in CST and EST time zones.

What you'll do

• Lead Deal Desk coverage for sales to crypto exchanges, fintech, and payment solutions customers, materially de-risking coverage during high-volume and high-stress deal strategy
• Drive data-backed analytics and pricing frameworks that shift approvals and pricing from intuition to objective guardrails and precedent
• Serve as the go-to commercialization partner for Legal, Product, Services, and Finance on non-standard SKUs and new offerings within both SaaS and on-prem environments, turning ambiguous edge cases into repeatable processes
• Demonstrate leadership capability through mentorship, enablement, and conflict-resolution maturity, particularly in leading team member onboarding
• Develop in-depth knowledge of Chainalysis licensing and pricing models to provide deal structuring and quoting support to global sales teams
• Function as the creative problem solver who finds ways to meet customer needs while adhering to company strategy
• Perform price and 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 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 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
• Look for opportunities to create meaningful partnerships with the field and other stakeholders through enablement, training, and QBR participation
• 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
• 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

What you bring

• 5-7 years of strong experience within a Deal Desk role, including related processes such as sales operations, enablement, finance, and/or legal, with specific experience around deal structuring and quoting complex SaaS transactions for a fast-growing multinational company
• An analytical mindset and recognized competency for in-depth analysis and modeling
• Leadership experience in key stakeholder activities assigned from cross-functional projects or programs, including the gathering, analyzing, prioritization, and complexity categorization of business requirements
• A solid understanding of the Quote to Order stages within the Lead to Cash lifecycle with Salesforce CRMs
• Working knowledge of revenue recognition under GAAP and ASC 606
• Proficiency in Salesforce and Salesforce CPQ (required)
• Comfort representing the company to customers in negotiations and resolving customer satisfaction issues
• Advanced written, verbal, and interpersonal skills to effectively communicate policies and procedures to all levels of staff and management, with the ability to explain complex concepts clearly and concisely
• Excellent collaboration, planning, time management, communication, decision-making, presentation, organization, and interpersonal skills
• Strong attention to detail and quantitative skills
• Ability to work in a fast-paced, high-pressure environment and perform operational troubleshooting as needed
• Strong Google Suite and Microsoft Suite skills

Nice to have

• Experience leading a team, with extensive experience in one-on-one mentoring and coaching sessions with team members of all levels

About Chainalysis

Chainalysis is the blockchain data platform making it easy to connect the movement of digital assets to real-world services. Powered by deep blockchain data and AI, organizations can investigate illicit activity, manage risk exposure, and develop innovative market solutions built on the industry's most trusted blockchain intelligence.