Deal Desk Manager, Operations

This role is the strategic engine behind MNTN’s deal execution — accelerating sales velocity, shaping pricing strategy, and driving operational excellence across the revenue lifecycle.

The Deal Desk Manager will support MNTN’s Sales organization by streamlining the deal process while ensuring strong business controls. As the first person in this role, you’ll define how MNTN structures pricing, approves deals, and operationalizes the quote-to-cash motion. You will partner closely with Sales, Finance, Legal, Operations, Systems, and Product Marketing to ensure deals close smoothly, profitably, and at speed.

In addition to pricing and deal governance, you will own the proposal generation tooling and frameworks that help Sales quickly build accurate, on-brand proposals — ensuring scalable enablement.

What You’ll Do:

Deal Structuring & Governance

• Partner with Sales to structure complex deals from proposal through close, ensuring accuracy, profitability, and alignment with internal policies.
• Review and approve all incoming deals, serving as the final checkpoint for pricing, terms, packaging, and discounting.
• Draft and respond to contract redlines in partnership with Legal, ensuring balanced risk and commercial viability.
• Provide guidance on pricing policies, discount frameworks, margin thresholds, and deal mechanics.
• Anticipate roadblocks to closing and work cross-functionally to resolve issues quickly to support Sales velocity and client satisfaction.

Proposal Systems, Tools & Resources

• Own the proposal generation tooling (e.g., automated templates, pricing calculators, dynamic content systems), ensuring Sales can efficiently produce accurate and compliant proposals.
• Collaborate with Product Marketing, Enablement, and Sales Leadership to develop and maintain proposal templates, deal guides, approval matrices, contract playbooks, and pre-approved fallback language.
• Ensure proposal tools reflect current pricing, product capabilities, vertical strategies, benchmarks, and business rules.
• Establish scalable workflows and guardrails that ensure consistency, brand alignment, and operational efficiency — without performing manual deck creation.

Cross-Functional Alignment & Revenue Operations

• Partner with Finance and Sales leadership to support accurate forecasting, pipeline reviews, and revenue reporting.
• Monitor CRM data quality across opportunities, quotes, terms, and forecast categories to support reliable reporting and analytics.
• Analyze deal trends, discount patterns, and margin performance to identify risks or opportunities for optimization.
• Collaborate with the Systems team to continuously enhance Salesforce quoting, approvals, workflows, and contract automation.
• Drive continuous improvement across the quote-to-cash lifecycle, balancing speed, scalability, and compliance.
• Create a feedback loop between Sales, Product Marketing, Legal, and Operations to improve enablement materials, negotiation playbooks, and product positioning based on real deal insights.

What You’ll Bring:

• 5+ years in Deal Desk, Revenue Operations, Sales Operations, or Contract Management in a SaaS, AdTech, or high-growth technology environment.
• Strong understanding of revenue recognition principles, pricing strategy, discount governance, and contract negotiation.
• Experience owning or administering sales proposal tools, CPQ systems, or automated quoting frameworks.
• Highly analytical with strong problem-solving skills and the ability to translate data into actionable insights.
• Exceptional communication skills and the ability to influence and partner across Sales, Legal, Finance, Product Marketing, and Operations.
• Extremely organized, detail-oriented, and capable of balancing speed with accuracy.
• Hands-on Salesforce experience strongly preferred.