Deal Operations

Own the end-to-end RFP, RFI, and proposal response process: intake and qualification, timeline ownership, draft assembly, and on-time submission of high-quality responses

Coordinate input from Sales, Legal, Finance, Security, and Product subject-matter experts to assemble accurate, persuasive responses, and chase contributors to hit submission deadlines

Build and maintain a reusable proposal content library - answer bank, boilerplate, case studies, and security/compliance responses - to raise quality and shorten turnaround

Translate commercial intent into clear pricing, packaging, and SKU guidance within proposals, and route pricing and non-standard terms through the approval matrix before anything is submitted to a customer

Partner with Sales to tailor proposals to buyer priorities while protecting standard terms, margin, and the integrity of the deal structure

Own CRM data quality and SFDC governance: enforce field completion requirements before deals advance stages, and maintain accurate ownership, split credits, and attribution

Own the commercial approval matrix and manage approval workflows in CRM and CLM tools (Ironclad, Spotdraft), in partnership with the SFDC admin

Manage discounting compliance: validate quote configuration and pricing accuracy, route non-standard discount requests for approval, and flag deals requiring executive sign-off

Manage the full contract workflow from first draft to countersignature, maintaining the clause library, quote templates, and product catalog

Negotiate commercial terms directly with customers within approved parameters

Orchestrate redline reviews: perform the first read on vendor paper, assign review by topic to Legal, Finance, or Risk Management, and ensure deviations from standard MSA/Order Form receive appropriate approval before execution

Ensure every signed contract reflects the approved deal structure

Drive continuous improvement of proposal, deal, and contracting processes: identify failure points, document fixes, and enforce adherence across all participants

Build AI-native tooling with internal teams to meaningfully scale commercial processes, reduce manual effort, and accelerate time-to-close

Track and analyze deal and proposal patterns to identify bottlenecks and propose data-driven improvements, embedding approved structures back into Salesforce and CPQ

Maintain and improve deal documentation: approval policies, pricing guidelines, SKU guidance, and process playbooks

3–5 years in a deal desk, commercial contracting, or commercial/sales operations role in a B2B SaaS environment

Owned RFP/RFI and proposal responses end-to-end: coordinating cross-functional input, managing deadlines, and owning the quality of what reaches the customer

Managed contract workflows end-to-end: from quote validation and approval routing through redlining, execution, and repository management

Negotiated commercial terms directly with enterprise customers: payment terms, SLAs, liability positions

Enforced process and policy discipline across Sales, Legal, and Finance without direct authority over those teams

Operated within a CLM environment (Ironclad, Spotdraft, or equivalent) and maintained a CRM (Salesforce strongly preferred), with exposure to CPQ tooling, as a system of record for deal data

Commercial acumen: you understand pricing architecture, deal structures, and how individual contract terms translate to downstream business and financial risk

Proposal & RFP development: you produce clear, persuasive, well-structured proposals and RFP responses, coordinate SMEs to a deadline, and build reusable content that scales quality across the team

Contract literacy: you can read and interpret standard MSA and Order Form language, identify non-standard clauses, and know which deviations require Legal vs. Finance vs. executive review

Customer-facing confidence: you lead redline conversations with enterprise buyers directly, professionally, and without escalating prematurely, you hold the line on approved positions and know when to escalate vs. when to close

Process discipline: you document what you do, systematize what recurs, flag what breaks, and drive improvement. You leave processes better than you found them

Automation mindset: you look at a manual process and immediately think about how to reduce it, whether through better tooling, workflow automation, or smarter handoffs

Written communication: your emails, redline comments, and internal memos are clear, precise, and calibrated to the audience