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SaaS Revenue Optimization Manager

2 weeks ago

Dublin, Dublin City, Ireland Aiven Full time

About This Team

Aiven's Revenue Operations org acts as a central hub, aligning marketing, sales and customer growth to optimize the entire customer journey. By providing data-driven insights and implementing efficient processes, we aim to drive predictable revenue growth, customer expansion, improve efficiency and enhance customer experience.

The Role

We are seeking a highly motivated and experienced Deal Desk Manager to join our Revenue Operations team. As an individual contributor in this critical role, you will leverage your expertise to lead and optimize deal structuring, quoting, and pricing processes, ensuring accuracy, efficiency, and profitability.

Responsibilities

  • Lead deal structuring and quoting: Take ownership of complex deal structuring and quoting processes, providing expert guidance and support to sales teams to ensure compliance with pricing policies and optimal deal construction.
  • Advanced pricing analysis and modeling: Proactively analyze deal economics, utilizing and adapting pricing calculators and templates to assess deal margins and overall profitability. Provide strategic recommendations to optimize deal structures and maximize value for Aiven.
  • Hyperscaler collaboration: Expertly navigate and manage deals involving various hyperscaler marketplaces (e.g., AWS Marketplace, Azure Marketplace, GCP Marketplace). Secure and manage private offers or channel private offers, ensuring accurate offer details and coordinating with internal teams and customers to ensure timely acceptance.
  • Deal Hub optimization: Contribute to the configuration, enhancement, and optimization of our CPQ tool (DealHub) to improve efficiency, accuracy, and automation in the quoting process.
  • Data integrity and analysis: Maintain and analyze deal data in our CRM system, ensuring data integrity and providing insightful reports to management on key deal metrics and trends.
  • Process improvement and automation: Identify opportunities to streamline and automate deal desk processes, reduce manual work, and enhance efficiency across the sales organization.
  • Cross-functional collaboration: Serve as a subject matter expert and trusted advisor to sales, finance, legal, and product teams, ensuring alignment on contractual terms and resolving complex deal-related inquiries.
  • Sales operations support: Proactively contribute to sales operations initiatives, including sales forecasting, reporting, and analysis of sales performance metrics.
  • Mentorship and guidance: Share your expertise and provide guidance to other team members on deal desk best practices and processes.
  • Strategic projects: Lead or participate in strategic projects related to pricing, deal desk operations, and revenue optimization.

Requirements

  • Bachelor's degree in business, finance, economics, or a related field.
  • 7+ years of experience in a deal desk or sales operations role within the SaaS industry, with demonstrated expertise in complex deal structuring and pricing.
  • Deep understanding of quote-to-cash processes and systems (e.g., CPQ or CLM).
  • Advanced experience with pricing analysis, modeling, and deal profitability assessment.
  • Proven ability to navigate hyperscaler platforms and partner programs (AWS, Azure, GCP).
  • Strong analytical, problem-solving, and critical thinking skills.
  • Excellent communication, interpersonal, and presentation skills.
  • Proficiency in Microsoft Excel and other productivity tools.