Original listing text, shown exactly as published by the company.
About the Role
The Deal Desk Manager is a critical player in Kong’s revenue engine. This person sits at the intersection of sales, finance, legal, and product—shaping deals that are both commercially sound and strategically valuable. They don’t just review deals; they actively build them, advise on them, and move them forward.
This is a senior individual contributor and partner role. The right candidate is a deal architect—someone who can hold complexity across multiple stakeholders, work directly with customers when needed, and keep sales cycles moving without cutting corners on deal quality.
What You'll be doing
Deal Structuring & Quoting
- Be the go-to expert on Kong’s products, pricing models, and packaging options, providing accurate and strategic quoting support to the sales team.
- Partner with sales to find creative paths that satisfy customer needs without undermining deal economics for Kong.
- As needed, work directly with customers and sales to align on deal structure and commercial terms - you’re comfortable owning that conversation.
Deal Formation & Execution
- Drive the end-to-end deal process—from initial structure to signed contract—with a focus on minimizing cycle time and maximizing revenue.
- Handle non-standard, complex, or multi-solution deal requests, coordinating across business units to reach alignment.
- Assist in structuring sophisticated deals that require creative commercial thinking and cross-functional coordination.
Cross-Functional Partnership
- Serve as a central connector across legal, revenue, finance, and Product & Pricing teams—owning alignment across all of them on deal structure and contract language.
- Run deal reviews and early-stage checkpoints to catch issues before they become blockers, and enforce standard business practices and policies consistently.
Sales Efficiency & Process Excellence
- Champion best practices that make the sales motion faster and more consistent across regions.
- Support discounting metrics and processes that give leadership better visibility into deal quality and commercial consistency.
- Identify patterns across the deal pipeline and bring forward recommendations for process improvements or policy updates.
What You'll bring
- 5+ years of experience in a Deal Desk, Revenue Operations, Sales Operations, or similar commercial role at a B2B SaaS or enterprise software company.
- Hands-on experience structuring complex deals—including multi-product, multi-year, or non-standard commercial arrangements.
- Prior exposure to working directly with enterprise customers on commercial negotiations or contract language.
- Familiarity with subscription, consumption-based, and hybrid pricing models; understanding of how each affects deal structure and revenue recognition.
Skills & Capabilities
- Strong commercial instincts—you can spot a bad deal structure quickly and know how to fix it without torpedoing the relationship.
- Exceptional cross-functional communication; you work well with sales, legal, finance, and executives simultaneously and can hold your ground with all of them.
- Analytical mindset with comfort in metrics, discounting analysis, and reporting to support business visibility.
- High tolerance for ambiguity and the ability to move quickly without all the information—you ask the right questions to fill the gaps.
- Organized, process-oriented, and capable of managing multiple complex deals at different stages simultaneously.
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