Job Description

Our Revenue Operations (RevOps) team is charged with building and maintaining a world class go-to-market engine through a combination of software, process, and policy. We partner with our Go-to-Market teams to drive revenue growth and optimize business performance through strategic alignment, operational excellence, and data-driven insights. This constantly evolving ecosystem of systems and processes must keep pace with Fullstory’s rapid growth and best practices from across the industry.

This role can be performed remotely from anywhere in the United States within the Eastern Time Zone (EDT/EST).

As a Deal Desk Manager, you will report to the Head of Revenue Operations and will have the opportunity to help optimize our powerful revenue engine by leveraging your exceptional analytical, financial, and negotiation skills to maximize deal profitability while ensuring compliance with company policies and procedures. You will serve as the trusted advisor to the Sales team to structure deals and determine appropriate pricing strategies based on customer requirements, market dynamics, and company goals. This role requires a strong understanding of systems, sales processes, pricing strategies, and contract management. You will collaborate closely with cross-functional teams, including Sales, Finance, Legal, and Product, to streamline deal processes, enhance profitability, and drive customer satisfaction.

In a typical day, you might:

• Serve as a subject matter expert and primary point of contact for sales representatives regarding deal structuring, pricing, and contract management.
• Collaborate with legal and finance teams to review and negotiate terms & conditions that protect the company’s interests while meeting customer needs.
• Provide guidance and ongoing training to sales teams along with documented standardized deal desk processes, policies, and best practices.
• Collaborate closely with the finance department to establish and implement robust controls and processes for order processing and auditing, ensuring accuracy and compliance.
• Identify and make recommendations for process improvements; assist with process design for projects such as CPQ/CLM implementation processes.
• Collaborate with sales, legal, and finance teams to elicit, document, and analyze business requirements on proposed deal desk system/process changes and prioritize based on business value, complexity and feasibility.

Here’s what we’re looking for:

• Experienced in deal desk operations working with Salesforce CPQ to provide end-user support, quote/contract creation, and troubleshooting of price/product rules.
• Technically adept to provide comprehensive support to the sales organization resolving both systems and process inquiries and escalating to the appropriate teams as needed.
• Has a strong sales operations background working directly with the sales organization initiating corrective actions to drive compliance and data accuracy.
• Has demonstrated strong business and finance acumen to provide clarity within complex deals and recommendations for optimal deal structures/pricing to maximize revenue and profitability.
• Strong communicator who will effectively work with both technical and non-technical stakeholders, translating complex concepts into easily understandable terms.

About Fullstory

Fullstory is on a mission to help technology leaders make better, more informed decisions by injecting behavioral data into their analytics stack. The company’s patented technology unlocks the power of quality behavioral data at scale by transforming every digital visit into actionable data and insights. With Fullstory, enterprises can get closer to their customers’ true sentiment and intentions to predict what they want, create personalized experiences, and drive conversion, loyalty, and revenue. Fullstory is headquartered in Atlanta, USA, with regional teams across North America, EMEA and APAC.

How we support you:

Fullstorians are committed to building something better—from how we approach our product, to how we care for our customers and each other. Better is only possible when we can bring our full selves to work. Along these lines, we offer:

• Autonomy and flexibility. From a remote-first work environment and flexible paid time off, to an annual company-wide closure – Fullstorians can focus on the moments that matter.
• Benefits. Take care of the whole you. FullStory offers sponsored benefit packages for US-based Fullstorians, and supplemental coverage options for international Fullstorians.
• Learning opportunities. We provide professional development opportunities through training programs, career coaching sessions, and an annual learning subsidy.
• Productivity support. We provide all Fullstorians with a monthly productivity stipend and reimburse remote colleagues for their initial home office set up.
• Team events. Connect with fellow Fullstorians through Employee Resource Group events, Listening & Alignment weeks, and team off-sites.
• Paid parental leave. Fullstorians have the flexibility to balance the needs of their growing families without the added stress of figuring out work and finances.
• Grow your family. We offer a global fertility and family building benefit that encompasses all journeys to growing your family.
• Bereavement leave. Every family is different; we leave it to you to define who your family is, and support you when you need it most.
• Miscarriage/Pregnancy loss leave. Whether it is for a Fullstorian or their partner – take the time you need.

Fullstory is proud to be an equal opportunity workplace dedicated to fostering an increasingly diverse community. We want candidates of all human varieties, backgrounds, and lifestyles. There’s no problem that can’t be made better by bringing together people with a broader set of perspectives. If our product, values, and community resonate with you, please apply – we’d love to hear from you!