Sr. Deal Desk & Salesforce Analyst

Overview

The Sr. Salesforce & Deal Desk Analyst plays a critical role in optimizing and governing the quote-to-order process and owns core Salesforce/CPQ systems. Partnering with Sales, Finance, Legal, and CX, the role ensures deals are structured, priced, approved, and executed accurately and in line with revenue policies. The analyst safeguards data integrity across Opportunities and Quotes, ensuring accurate forecasting, auditability, and smooth downstream handoffs to billing and fulfillment.

Additionally, they will design and maintain scalable configurations (Flows, validation rules, approvals), administer CPQ, and monitor data quality to resolve root-cause defects.

The role also improves post-sale handoffs with CX (Operations Requests, Case automations) and assembles Service Orders and commercial terms in Conga for Legal review.

Strong cross-functional communication, analytics, and expertise in Salesforce, CPQ+, and SaaS pricing are essential to succeed in this role.

Deal Desk & Quote-to-Order Execution

• Own and oversee the end-to-end quote-to-order process in Salesforce CRM and related systems.
• Create, validate, and approve customer quotes and service orders, ensuring accuracy in pricing, product configuration, contract terms and billing requirements.
• Serve as the primary escalation point for complex deal structures, pricing and terms exceptions, and approval workflows.
• Maintain high data integrity in Salesforce and related tools; proactively identify and resolve gaps as related to accurate forecasting and quoting
• Troubleshoot Salesforce CPQ components (Product Rules, Price Rules, Bundles, Quote Terms, Approval Conditions) to enable compliant quoting at scale.

Process Governance & System Administration

• Ensure Salesforce and CPQ configurations align with revenue recognition, audit, and reporting requirements
• Partner with Legal and Finance to reflect approval processes, quote terms, and templates in Salesforce so standard and non-standard terms and discount thresholds are governed in-system.
• Maintain product catalog, price books, discount schedules, and pricing configuration rules; implement guardrails that enforce product and pricing policy at quote time
• Enforce stage entry/exit criteria (e.g., BANT) using validation rules, record types, and Flows; require completeness for key fields (ARR, Close Date, Term, Billing Frequency, Primary Quote) to protect forecast and Service Order accuracy.
• Keep SOPs and training current for end-to-end QTO (Opportunity → Quote → Operations Request → Order/Invoice); publish quick guides/Looms and office hours to drive adoption and reduce rework.
• Partner with CX leadership to understand workflow requirements and streamline processes through Salesforce functionality.

Cross-Functional Partnership

• Act as the bridge between Sales, Legal, and Finance, and CX teams, ensuring all stakeholders are aligned through the deal lifecycle, deals are structured correctly, and are compliant with company policies.
• Train and advise sales team members on quote-to-order processes, contract terms, and escalation paths.
• Partner with Finance and Accounting to ensure accurate billing, revenue forecasting, and downstream reporting.
• Build and maintain reports and dashboards to provide cross-functional visibility into team performance and key operational metrics across Sales, Contracting, and CX
• Document Salesforce configurations, workflows, and best practices to support enablement, consistency, and long-term system scalability.
• Coordinate with Professional Services to keep SOW templates current and ensure capacity/lead-time considerations are visible to Sales

Required

• 5+ years in Deal Desk, Rev Ops, or Sales Operations supporting B2B SaaS or technology sales motions.
• Expertise in CPQ tools and Salesforce Sales & Service clouds
• Strong understanding of SaaS pricing models, subscription-based revenue recognition, and quote-to-cash processes.
• Demonstrated ability to translate business requirements into scalable system/process designs; comfortable leading UAT and change management.
• Excellent cross-functional collaboration skills with proven ability to partner effectively with Sales, Legal, CX, and Finance leadership.
• Exceptional communication skills; comfortable presenting insights and recommendations to executives.

Preferred

• Experience working in mid-sized or high-growth SaaS companies with evolving operational needs.
• Salesforce admin experience (Flows, Validation Rules, Permission Sets, Reporting/Dashboards);
  Salesforce Admin and/or CPQ certification a plus.
• Salesforce CPQ+ (and optionally Advanced Approvals).
• eSignature tools:
  Docu Sign
• BI/analytics tools for dashboards and ad-hoc analysis.