Deal Desk Manager - EMEA

Team

Come join the Fireblocks Deal Desk team who take a lead advisory role in proposing viable deal structures for our customers while addressing the needs of internal corporate stakeholders, maximizing revenue, and helping increase the productivity of our sales teams. Work closely with Sales, Sales Operations, Revenue Accounting, Legal, Pricing Strategy, Product Management, and Access Use Verification.

Role

This individual contributor role will collaborate with the EMEA sales organization and others to close complex, non-standard revenue deals in accordance with company policies and guidelines.

What you get to do in this role:

• Be a trusted advisor and influencer to the field Sales team, collaborating on pricing, product, and commercial business terms for complex, non-standard transactions
• Actively participate in deal reviews with prospects, sales teams, and management
• Serve as an escalation point for non-standard terms and provide approvals or propose alternatives to help move deals forward
• Cultivate internal relationships with all levels of the sales organization in the region
• Collaborate across geographies and with multiple groups, such as Revenue Accounting, Sales Operations, Legal, Pricing, Product Management, and License & Use Verification to help facilitate the deal process
• Apply accounting principles to draft and review contract language and deal structures to ensure revenue recognition treatment will be most advantageous to the company
• Advise to ensure that resolution of customer satisfaction issues are acceptable under company policies
• Advise to ensure contract pricing structures represent a fair value of exchange for both Fireblocks and customers
• Identify and make recommendations for process improvements; assist with ad hoc projects such as CPQ/CLM implementation enhancements and programs unique to EMEA region

Requirements

To be successful in this role, we need someone who has:

• 3+ years of experience in a related deal desk, contracts, or revenue accounting role; software/SaaS, EMEA, and Channel Sales experience an advantage
• Bachelor’s degree in related and relevant areas
• A thorough understanding of the sales process and the ability to navigate long, complex sales cycles
• Strong business acumen with excellent communication skills – verbal, written
• Strong ability to read, interpret, and draft business terms and conditions
• Strong logic and analytical abilities – ability to create ad hoc spreadsheets
• Self-motivation and dependability satisfying deliverables and deadlines
• Flexibility to work extended hours during peak periods of the fiscal quarter