About the role The Deal Desk exists to make complex commercial deals move quickly without moving outside the guardrails.

As Deal Desk

Manager, you will be the central point of coordination for non-standard, high-value and strategically significant opportunities — structuring them, pricing them, routing them for approval and getting them to signature and clean order entry. This is a hands-on role with broad cross-functional reach. You will partner daily with regional sales leadership, finance, legal, supply chain and product to shape deals that are commercially attractive, operationally deliverable and compliant with export-control and revenue-recognition obligations.

You will own the quote-to-cash process end to end and the systems, policies and approval frameworks that govern it. The role sits within the Go to Market organisation, alongside marketing, forward deployed engineering and channel sales, and works in close partnership with the regional sales organisations across APAC, the Americas and EMEA. What you'll do

Deal structuring and pricing: Act as the trusted commercial advisor to sales on non-standard, complex and strategic opportunities, from early shaping through to signature

Model deal economics: margin, discount, payment terms, volume commitments, multi-year and framework structures and recommend the structure that best balances customer value against company return

Build and review quotes, proposals and pricing scenarios, including hardware, engineering services, extended warranty and support attach

Advise on trade-offs where a requested structure conflicts with pricing policy, delivery capacity or revenue-recognition treatment, and propose viable alternatives

Support bid and tender responses with commercial modelling and pricing rationale

Improve Quote-to-cash process and systems for bespoke and enterprise deals: Drive measurable reduction in quote turnaround and deal cycle time for bespoke and enterprise deals





Continuously improve CRM configuration — product catalogue, price books, discount rules, quote templates and approval workflows

Ensure clean, accurate order handoff to finance, supply chain and fulfilment, minimising rework and order errors

Identify and remove friction in the sales-to-order path through process redesign and automation

Governance, approvals and compliance: Own the discount and approval matrix; route deals to the correct approvers and hold the line on commercial policy

Maintain the deal approval audit trail so every exception is documented, justified and reviewable

Partner with finance on revenue-recognition treatment of non-standard structures, and with legal on contract terms, T&Cs; and deviations from standard paper

Work with trade compliance to ensure deals reflect export-control, end-use and citizenship requirements before commitments are made to customers

Commercial policy and enablement: Draft, maintain and communicate pricing policy, discount guidance, deal playbooks and standard commercial terms

Train and enable the regional sales teams on deal desk process, CPQ usage and what good deal structure looks like

Run periodic pricing reviews with finance and product, feeding field evidence into list price and packaging decisions

Build a consistent global standard so a customer receives the same commercial experience in any region

Reporting and forecasting partnership: Instrument deal desk activity so its contribution is visible: cycle time, approval volumes, exception rates and discount performance

Provide pricing,



margin and win/loss analysis to commercial leadership to inform strategy

Support the forecasting cadence with pipeline hygiene, deal-stage discipline and close-plan review on major pursuits

Report on leakage and policy adherence, and drive corrective action where trends emerge

Qualifications & Skills

Degree in business, commerce, finance, economics or a related discipline (or equivalent depth demonstrated in the field)

Excellent written and verbal communication skills

Excellent time management, driven to work quickly and accurately under deadline pressure

Robust attention to detail and comfort with ambiguity

Effective presentation crafting and delivery skills

Experience

5+ years in deal desk, revenue operations, sales operations, commercial finance or pricing, ideally in a hardware, deep-tech or enterprise technology environment

Demonstrated record of structuring and closing complex, high-value, non-standard commercial deals

Strong commercial and financial acumen: pricing, margin analysis, deal modelling and an understanding of revenue-recognition principles

Hands-on fluency with CRM (Salesforce, and MSFT Dynamics ideal), including configuration of price books, discount rules and approval workflows

Advanced spreadsheet modelling, with the ability to build clear scenarios for non-financial audiences

Working familiarity with contracting fundamentals and standard commercial terms

Proven ability to influence senior sales, finance and legal stakeholders without direct authority, and to hold a position under quarter-end pressure

Nice to have

Experience selling into defence, aerospace or government programs, including tenders and programs of record

Familiarity with export controls (ITAR/EAR), end-use restrictions and national caveat requirements as they affect commercial terms

Experience supporting a multi-region, matrixed commercial organisation

SQL or BI tooling (Tableau, Power BI, Looker) for commercial reporting

📌 Deal Desk Manager (Sydney)
🏢 Advanced Navigation
📍 Sydney