Remote Deal-Desk Manager Job at Mapbox

Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 3.9 million registered developers have chosen Mapbox because of the platform’s flexibility, security, and privacy compliance. Organizations use Mapbox applications, data, SDKs, and APIs to create customized and immersive experiences that delight their customers.

What You’ll Do

The Revenue Strategy Operations (RevOps) team plays an instrumental role in developing and implementing GTM initiatives and analytics that are key to driving growth in a scalable, repeatable, and predictable way. It is a unifying force among different GTM teams to ensure strategic alignment and operational excellence as well as a consistent experience for our end customers. As a deal-desk manager, you will be part of the RevOps team at Mapbox and will report directly to the Head of Revenue Strategy Operations.

The deal-desk manager will play a critical role in facilitating complex sales transactions, ensuring operational efficiency, and driving profitability. This role involves collaborating with the sales, finance, legal, product and operations team to structure deals, approve pricing/discounts, and ensure compliance with company policies. The right person for this job has a team player approach, attention to detail, excels at problem solving through critical analysis, and is challenged by process review and continuous improvement. The core responsibilities will include but are not limited to:

• Serve as the point of contact and subject matter expert on direct deal constructs, special pricing, operations, approval policies, commercial terms, and troubleshooting of deal issues and sales escalations
• Deal Structuring and Strategy: Guide sales teams on pricing and deal structuring to maximize revenue and meet business objectives. Evaluate and approve discounts and non-standard terms. Strategize with Sales Leadership to structure and position complex deals.
• Process Optimization: Develop and implement efficient deal review processes. Streamline workflows between sales, finance, accounting, product and legal teams. Implement sales process improvements to improve internal efficiency and accelerate deal execution
• Compliance and Risk Management: Ensure all deals comply with company policies. Mitigate risks associated with complex deals.
• Cross-Functional Collaboration: Act as a liaison between various internal stakeholders to facilitate smooth deal closure.Partner with cross-functional teams including Finance and Legal to review or address revenue recognition or commercial contracting concerns for non-standard deal structures
• Reporting and Analysis: Generate reports on deal metrics and trends. Provide insights to leadership on deal performance and areas for improvement.
• Training and Support: Educate the sales team on deal desk processes, pricing strategies, and negotiation tactics. Assist in delivering ongoing education and training to ensure Sales understanding of and compliance with all deal processes
• Continuous Improvement: Regularly review and refine deal desk strategies and processes to align with evolving business needs.
• Building and reviewing a variety of order forms with differing levels of complexity for accuracy, while ensuring all required approvals, such as discounts and contractual terms, are obtained and clearly documented as well as being fully compliant with our internal policies
• Safeguarding and managing data quality in SFDC for all proposed and closed quotes/deals and ensuring that all transactions adhere to internal revenue recognition policies and operational guidelines

What We Believe are Important Traits for This Role

• Minimum of a Bachelor Degree in Finance/Accounting/Business or a related field.
• 5+ years of experience with analytical work in Deal-desk/Sales Ops/RevOps/Finance/GTM Strategy with a SAAS company
• Strong understanding of sales processes, pricing strategies, and contract negotiations
• Self-motivated, critical thinker with prior experience with complex, cross-functional pricing and proposal execution across GTM, Legal, and Finance
• Ability to structure complex problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level
• Be comfortable with ambiguity and drive proactive engagement to identify, prioritize, develop, and execute against our sales operational plan
• Collaborative participation in identifying and suggesting possible resolution in system gaps and processes to better streamline efficient workflow
• Advanced analytical skills including high proficiency in Excel/ Google Sheets, ability to gather and clean data, quickly and correctly execute analyses, and draw out relevant insights
• Salesforce.com experience required

• Excellent written and verbal communication, problem-solving, critical thinking, and analytical skills
• Preferred qualifications;
• Advanced SQL Skills
• MBA or advanced degree in related field
• Team management experience

What We Value

In addition to our core values, which are not unique to this position and are necessary for Mapbox leaders:

• We value high-performing creative individuals who dig into problems and opportunities.
• We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
• We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
• We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.

Mapbox is an EEO Employer – Minority/Female/Veteran/Disabled/Sexual Orientation/Gender Identity

The salary range for this position is $132,600.00 – $197,225.00 depending on level, location, plus equity and benefits.