Manager - Deal Desk and Sales Operations

Date: Feb 11, 2025

Location: United States, Alabama, US

Company: Responsive

About Responsive

Responsive, formerly RFPIO, is the market leader in an emerging new category of SaaS solutions called Strategic Response Management. Responsive customers including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom are using Responsive to manage business critical responses to RFPs, RFIs, RFQs, security questionnaires, due diligence questionnaires and other requests for information. Responsive has nearly 2,000 customers of all sizes and has been voted “best in class” by G2 for 13 quarters straight. It also has more than 35% of the cloud SaaS leaders as customers, as well as more than 15 of the Fortune 100. Customers have used Responsive to close more than $300B in transactions to-date.

About the Role

The Manager, Sales Operations and Deal Desk will be based in one of our approved US locations (Dallas, TX; Portland, OR; Seattle, WA; SF Bay Area), working Pacific timezone hours, and will drive several key sales operations functions, including Deal desk (in partnership with offshore team), territory management, and GTM tools management. This role will partner with a large set of cross-functional stakeholders, including sales and sales leadership, finance, legal, and reports to VP, Sales and Marketing Operations based in California.

Essential Functions

Deal Desk

  • Review quotes: Assessing incoming sales proposals submitted by the sales reps using Salesforce CPQ tool, evaluating that all the elements of the proposal, including pricing, discounts, and contract terms have been structured in line with company policies
  • Complex deals support: Providing support to the sales team in configuring quotes for complex deals or quotes which require custom elements; developing customized pricing models for complex deals, considering customer needs, market dynamics, and company profitability goals
  • Maintain SLA: Collaborating with cross-functional teams like sales, legal, finance, and product to gain alignment on deal terms and ensuring that quote review and approval turnaround SLA time is met
  • Improvements: Partnering with internal technical teams to drive improvements in Salesforce CPQ configuration

Sales Operations

  • Territory planning: Defining geographic or customer-based territories, assigning them to sales reps based on their expertise and capacity, and ensuring equitable distribution of potential revenue. 
  • Data analysis: Gathering and analyzing sales data to identify patterns and trends, which informs territory adjustments and allocation of accounts. 
  • Capacity planning: Assessing the need for additional sales reps to adequately cover territories based on workload and growth expectations. 
  • Salesforce automation (CRM) management: Utilizing CRM systems to manage territory data, track sales activity, and monitor performance metrics. 
  • Performance monitoring: Tracking key sales metrics within each territory to identify areas for improvement and make necessary adjustments. 
  • Territory optimization: Regularly reviewing and adjusting territory boundaries based on market shifts, customer changes, and sales rep performance. 
  • Sales tools: Evaluating and implementing sales tools and technologies that improve sales productivity and efficiency. Stay updated with the latest tools and technologies that can benefit the sales team.
  • Collaboration with sales leadership: Working closely with sales managers to align territory strategies with overall sales objectives.

Qualifications

  • 5-8 years of relevant experience in the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience 
  • Demonstrated ability to partner with GTM teams and other cross functional departments
  • Experience in Direct and Channel Sales model is highly desirable
  • Basic understanding of revenue recognition rules
  • Highly organized, customer-focused, innovative and strong attention to details
  • Excellent communicator, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
  • Ability to prioritize and effectively manage distractions
  • Strong quantitative skills and highly proficient in G-suite, Salesforce.com
  • Basic knowledge and understanding of a CPQ tool (preferably Salesforce CPQ) and CLM tool (preferably Conga CLM)

Additional Information

The compensation range for this role is $120,000-$175,000 On-Target Earnings (base + bonuses), depending on experience and location.

At Responsive, our mission is to make Responsive one of the best places to work by building trust, respecting personal boundaries, valuing work-life balance, promoting diversity, and inclusiveness, and instilling a true sense of ownership and belonging among every employee that will transcend to delighting customers and creating true market value. People feel empowered, supported, and included. Trust and transparency are built into the way we work. Creativity, curiosity, and continuous improvement are encouraged and nurtured.

US-Based Employees can look forward to the following benefits:

💰 Competitive Compensation, Company Bonus

📈 401k with company matching

📚 Unlimited professional development and ongoing learning through LinkedIn Learning Solutions

🏝 4 weeks of paid vacation, paid sick days, and paid bereavement

✈ 4 week sabbatical after 5 years of service

🧘‍♀️ Weekly virtual yoga sessions

🍀 Mental Wellness Program (EAP) to support your well-being and self-care

🍹 Team events, such as happy hours, off-sites, and team building events

❤️ Best-in-class health benefits, company paid for employee and company contribution for family coverage

🌍Associates based outside of the US will enjoy similar benefits, comparable and specific to their national standards

 

Responsive is committed to building and fostering a diverse and inclusive culture that we can all be proud of. We encourage people of all cultures, ethnicities, ages, backgrounds, races, national origins, genders, sexual orientations, religions, and abilities to apply for our open positions. If you are also committed to this kind of culture and see yourself joining our team, please apply - we look forward to learning more about you!