Sr Deal Desk Analyst

Summary

The Senior Deal Desk Analyst is responsible for supporting the sales organization by ensuring that all deals are structured in compliance with company policies, financially viable, and aligned with strategic objectives. This role serves as the primary liaison between Sales, Finance, Legal, and Revenue Operations for deal approvals and commissions. The analyst will also manage the commission validation process, ensuring accurate and timely calculation, reporting, and payment of sales incentives.

Primary Responsibilities

Deal Desk Operations

• Review and approve sales opportunities for compliance with pricing, discount, margin, and contractual guidelines.
• Partner with Sales Leadership to structure deals that balance competitiveness and profitability.
• Ensure proper documentation and approval workflows are followed for non-standard terms and exceptions.
• Maintain and update deal desk policies, ensuring consistent application across the business.
• Provide training and guidance to sales teams on deal structure, quoting, and order management best practices.

Commissions Management

• Validate closed deals to confirm commission eligibility and alignment with incentive plan rules.
• Calculate, track, and reconcile commission payments in collaboration with Revenue Operations and Accounting.
• Investigate and resolve commission disputes in a timely manner; communicate outcomes to stakeholders.
• Provide accurate and timely reporting on quota attainment, commission payouts, and incentive performance.
• Partner with Compensation and HR teams during plan design and annual review cycles by providing insights on deal trends and sales behaviors.

Cross-Functional Collaboration

• Partner with Finance to ensure alignment between bookings, revenue recognition, and commission accruals.
• Collaborate with Legal on reviewing non-standard terms impacting deal approval or commission eligibility.
• Provide ad hoc analysis and reporting to Sales Leadership and senior management on deal structures, pipeline trends, and incentive outcomes.
• Work with Revenue Operations to identify opportunities to improve deal approval and commission workflows.

Required Knowledge/Skills/Abilities

• Bachelor's Degree in Business, Finance, Accounting or similar field preferred
• 2-5 years of experience in Deal Desk, Sales Operations, Finance, or related functions
• Strong understanding of sales incentive compensation structures and commission management processes
• Proficiency with Salesforce and commission management tools (e.g., Xactly, SPIFF)
• Advanced Excel skills with ability to model and analyze large datasets
• Exceptional attention to detail, accuracy, and process discipline
• Strong written and verbal communication skills with ability to partner across functions
• Ability to thrive in a fast-paced, high-growth environment and manage multiple priorities
• Excellent interpersonal, presentation, and communication skills
• Experience with Power BI a plus
• Ability to prioritize and manage multiple tasks and projects to meet deadlines
• This position may require some long work hours and weekend work

Performance Metrics

• Compliance with pricing and contract policies
• Turnaround time for deal approvals and commission dispute resolution
• Accuracy of commission calculations and timeliness of payouts
• Stakeholder satisfaction from Sales, Finance, and Legal
• Contributions to process improvements and automation initiatives