Certinia
Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions, delivered on Salesforce’s leading cloud platform, provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence worldwide, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures.
Manager, Deal Desk The Manager, Deal Desk will report to the Director, Deal Desk and manage a team of Deal Desk Analysts within Certinia’s Commercial & Finance Operations (CFOps) organization. The manager will also collaborate with a second Manager, Deal Desk and will be charged with executing and maintaining Certinia’s controlled process for pricing and deal structuring, order form creation, renewal preparation, and contract management. The role supports strategic and operational decision‑making and bridges the relationship between Field Sales, Finance, Legal, and Partners.
Core Competencies
Governance process management
Ongoing approval and deal flow support
Deep understanding of deal structure, revenue, and margin optimization
Responsibilities
Perform primary management duties for a team of Deal Desk Analysts
Lead front‑line implementation of company strategy requiring Deal Desk involvement
Document and optimize rules for end‑to‑end flow from creation of quote through order form to sign‑off by all parties
Ensure compliance with the corporate approval and signature matrix for all deal and related document approvals
Participate in delivering end‑to‑end deal training across all participating organizations as needed
Collaborate with IT to improve Certinia’s Configure Price Quote (CPQ) tool in Salesforce CRM
Review standard contracts submitted by sales and collaborate with Account Executives on custom contracts
Provide internal support and guidance on contract matters to sales and account managers
Conduct renewal background research, confirm quote accuracy, and deliver pre‑defined content packets for sales execution
Work with sales to restructure existing contracts to optimize margins and growth
Oversee Service Level Agreement compliance across stakeholders
Ensure approved requests are properly documented, escalated, and resolved within SLA
Lead process improvement projects within CFOps to support new initiatives
Share best practices and provide training for sales teams and partners
Ensure signed agreements are communicated to all relevant parties
Qualifications
8+ years total experience in a sales operations, deal support, or renewal role
Demonstrated management experience is a plus
Bachelor’s degree or equivalent combination of education and experience
Experience in Cloud/SaaS with subscription model
Strong communication and presentation skills
Ability to work with Field Sales and Senior Management
Comfortable partnering with cross‑functional teams to support sales cycles
Other Experience of Interest
Knowledge of the Quote‑to‑Cash lifecycle
Ability to recommend best actions for complex pricing and licensing situations
Skill in handling objections related to pricing and licensing policies, and commercial terms
Experience with attribute‑based workflows for deal approvals and complex approval hierarchies
Knowledge of Salesforce and/or CPQ tool reporting
Familiarity with Salesforce platform/ecosystem, CRM/ERP domain experience
Proficiency in spreadsheets (VLOOKUP, pivot tables, advanced formulas)
Extreme attention to detail, strong critical thinking, and excellent interpersonal skills
Ability to excel in a fast‑growing, fast‑paced environment while meeting deadlines
Salary Range:
$103,900 - $130,000 + 15% bonus. Certinia offers a best‑in‑class total rewards package, including variable pay, remote work opportunities, flexible time off, parental leave, 401(k), HSA and FSA plans, and more.
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Manager, Deal Desk The Manager, Deal Desk will report to the Director, Deal Desk and manage a team of Deal Desk Analysts within Certinia’s Commercial & Finance Operations (CFOps) organization. The manager will also collaborate with a second Manager, Deal Desk and will be charged with executing and maintaining Certinia’s controlled process for pricing and deal structuring, order form creation, renewal preparation, and contract management. The role supports strategic and operational decision‑making and bridges the relationship between Field Sales, Finance, Legal, and Partners.
Core Competencies
Governance process management
Ongoing approval and deal flow support
Deep understanding of deal structure, revenue, and margin optimization
Responsibilities
Perform primary management duties for a team of Deal Desk Analysts
Lead front‑line implementation of company strategy requiring Deal Desk involvement
Document and optimize rules for end‑to‑end flow from creation of quote through order form to sign‑off by all parties
Ensure compliance with the corporate approval and signature matrix for all deal and related document approvals
Participate in delivering end‑to‑end deal training across all participating organizations as needed
Collaborate with IT to improve Certinia’s Configure Price Quote (CPQ) tool in Salesforce CRM
Review standard contracts submitted by sales and collaborate with Account Executives on custom contracts
Provide internal support and guidance on contract matters to sales and account managers
Conduct renewal background research, confirm quote accuracy, and deliver pre‑defined content packets for sales execution
Work with sales to restructure existing contracts to optimize margins and growth
Oversee Service Level Agreement compliance across stakeholders
Ensure approved requests are properly documented, escalated, and resolved within SLA
Lead process improvement projects within CFOps to support new initiatives
Share best practices and provide training for sales teams and partners
Ensure signed agreements are communicated to all relevant parties
Qualifications
8+ years total experience in a sales operations, deal support, or renewal role
Demonstrated management experience is a plus
Bachelor’s degree or equivalent combination of education and experience
Experience in Cloud/SaaS with subscription model
Strong communication and presentation skills
Ability to work with Field Sales and Senior Management
Comfortable partnering with cross‑functional teams to support sales cycles
Other Experience of Interest
Knowledge of the Quote‑to‑Cash lifecycle
Ability to recommend best actions for complex pricing and licensing situations
Skill in handling objections related to pricing and licensing policies, and commercial terms
Experience with attribute‑based workflows for deal approvals and complex approval hierarchies
Knowledge of Salesforce and/or CPQ tool reporting
Familiarity with Salesforce platform/ecosystem, CRM/ERP domain experience
Proficiency in spreadsheets (VLOOKUP, pivot tables, advanced formulas)
Extreme attention to detail, strong critical thinking, and excellent interpersonal skills
Ability to excel in a fast‑growing, fast‑paced environment while meeting deadlines
Salary Range:
$103,900 - $130,000 + 15% bonus. Certinia offers a best‑in‑class total rewards package, including variable pay, remote work opportunities, flexible time off, parental leave, 401(k), HSA and FSA plans, and more.
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