Sr. Deal Desk Manager - Mitek Systems

We are seeking a commercially astute and operationally strong Sr. Deal Desk Manager to lead Deal Desk and our connected commercial processes. The successful candidate will help structure complex deals, govern pricing and commercial approvals, improve deal velocity, and protect the economics of the business. They will use data to connect discounting, pricing, pipeline coverage, attainment, and deal outcomes, then design the policies, processes, and systems needed to turn those insights into better commercial decisions.

What You Will Do

Deal Desk Strategy and Deal Execution

• Own the Deal Desk operating model from request intake through commercial review, approval, contracting, and handoff, with clear service levels, decision rights, and escalation paths.
• Act as a strategic partner to Sales on complex and non-standard deals, helping teams structure proposals that are commercially sound, executable, and aligned with company priorities.
• Lead cross-functional deal reviews with Sales, Finance, Legal, Revenue Accounting, Product, and Customer Success, ensuring the right stakeholders engage at the right point.
• Evaluate pricing, discounts, contract duration, payment structure, product configuration, commercial terms, and implementation requirements as part of an integrated deal assessment.
• Provide clear, timely guidance to sellers on available options, trade-offs, required approvals, and the path to close.
• Own the quality and completeness of deal submissions, approval records, decision rationale, and downstream commercial handoffs.

Deal Economics Pricing and Commercial Analytics

• Build data models that show how discounting, deal structure, product mix, payment terms, attainment, pipeline coverage, win rate, deal size, and sales cycle affect revenue, margin, and cash outcomes.
• Assess the economic impact of proposed deals and exceptions, including short- and long-term revenue, profitability, precedent, and customer-lifetime considerations.
• Analyse discount requests, approval outcomes, exception rates, cycle times, and loss reasons to identify recurring friction, commercial leakage, and opportunities to improve policy or enablement.
• Develop scenario and sensitivity models that help leaders understand the impact of pricing, approval-policy, or deal-structure changes before implementation.
• Create trusted Deal Desk reporting with clear metric definitions, source-of-truth logic, and data-quality controls, and translate the findings into specific recommendations.

Commercial Governance and Policy

• Design and maintain approval matrices and commercial guardrails for discounts, non-standard terms, products, contract duration, payment structures, and other deal exceptions.
• Maintain a clear commercial playbook that distinguishes standard from non-standard requests and gives sellers practical guidance on how to progress each scenario.
• Partner with Legal and Revenue Accounting to improve the use of pre-approved language, reduce unnecessary review, and ensure non-standard requests follow the correct route.
• Monitor policy effectiveness and recommend changes when observed deal outcomes, market conditions, or business priorities justify an adjustment.
• Maintain appropriate controls, documentation, and audit trails without introducing unnecessary friction into the sales process.

Pricebooks CPQ and Commercial Systems

• Own the operational governance of product catalogues, pricebooks, pricing rules, discount schedules, approval workflows, quote templates, and order-form processes.
• Administer and optimise DealHub or an equivalent CPQ platform, ensuring product configuration, pricing, approvals, contracts, and downstream handoffs remain aligned.
• Maintain strong working knowledge of the Salesforce opportunity, product, pricebook, quote, and contract data model and the dependencies that affect forecasting, reporting, and commissions.
• Translate commercial requirements into scalable system configuration, integrations, and controls across Salesforce, CPQ, contracting, and finance tools.
• Own requirements gathering, testing, release readiness, documentation, enablement, adoption monitoring, and post-launch measurement for commercial-system changes.

Automation Process Improvement and Leadership

• Automate repeatable Deal Desk and commission activities, including data validation, request triage, approval routing, exception detection, document generation, and reporting.
• Apply AI where it improves analysis, decision quality, or team capacity, with appropriate testing, human oversight, security, and measurable business outcomes.
• Establish operating metrics covering approval turnaround, exception rate, discount leakage, deal-cycle impact, payment accuracy, dispute volume, and stakeholder experience.
• Lead cross-functional improvement initiatives from diagnosis through implementation, balancing commercial speed, economic control, and long-term scalability.

What You'll Need

• 4+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations, or an equivalent commercial role in a B2B technology or SaaS environment.
• AI fluency – comfortable using AI tools natively to optimize daily workflow and tasks.
• Substantial hands-on experience reviewing and structuring complex or non-standard deals, including pricing, discounts, products, contract duration, payment structures, and commercial terms.
• Strong commercial and economic judgement, with an understanding of recurring-revenue mechanics, unit economics, profitability, cash flow, customer lifetime value, and commercial precedent.
• Advanced analytical and financial-modelling capability, with the ability to connect deal activity and seller behaviour to revenue, margin, cost, and operating outcomes.
• Working knowledge of product catalogues, pricebooks, CPQ software, approval matrices, quoting, contracting, and order-form processes.
• Strong Salesforce proficiency, particularly across opportunities, products, pricebooks, quotes, contracts, reporting, automation, and data-quality governance.
• Experience administering or optimising a CPQ or Deal Desk platform such as DealHub, Salesforce CPQ, or an equivalent solution.
• Experience working across Sales, Finance, Legal, and Revenue Accounting to reach clear, defensible commercial decisions under time pressure.
• Strong stakeholder management, structured problem solving, process design, testing, documentation, and change-management skills.

Nice to Have

• Direct experience administering DealHub and integrating CPQ processes with Salesforce and downstream finance or contracting systems.
• Experience building low-code automations or AI-enabled workflows for deal review, pricing analysis, document generation, anomaly detection, or management reporting.
• Experience supporting enterprise, multi-product, partner-led, or usage-based SaaS deals.
• Experience partnering with Finance or Revenue Accounting on revenue recognition, billing, payment terms, commission accruals, or contract economics.
• Experience with SQL, BI tools, data transformation, or warehouse-based commercial reporting.
• Experience in identity verification, fraud, cybersecurity, or financial services technology.