Deal Desk Manager, Operations

At MNTN, we put our people first, full stop. This allows our company culture to be defined by our team members and their shared values, like trust, ambition, quality, radical honesty, and compassionate leadership. It’s why we all really love working for the Hardest Working Software in Television™ (and also why we were named one of Ad Age’s Best Places To Work in 2024.)

We pride ourselves on bringing unrivaled performance and simplicity to Connected TV advertising. Our self-serve technology makes running TV ads as easy as search and social, helping brands drive measurable conversions, revenue, site visits, and more. It’s what led MNTN to being named one of Fast Company's Most Innovative Companies in 2023. You can learn more about us and everything we do by visiting https://mountain.com/.

We’re committed to innovation that empowers, not replaces. At MNTN, AI is a tool for growth, enhancing efficiency while keeping a people-first approach. Our goal is to streamline workflows and drive new solutions—without compromising the human element that makes our company great.

So if wanting to do more, own more, and make a bigger impact comes naturally to you, then you may be the person we're looking for to join us in our next stage of growth.

This role is the strategic engine behind MNTN’s deal execution — accelerating sales velocity, shaping pricing strategy, and driving operational excellence across the revenue lifecycle.

The Deal Desk Manager will support MNTN’s Sales organization by streamlining the deal process while ensuring strong business controls. As the first person in this role, you’ll define how MNTN structures pricing, approves deals, and operationalizes the quote-to-cash motion. You will partner closely with Sales, Finance, Legal, Operations, Systems, and Product Marketing to ensure deals close smoothly, profitably, and at speed.

In addition to pricing and deal governance, you will own the proposal generation tooling and frameworks that help Sales quickly build accurate, on-brand proposals — ensuring scalable enablement.

What You’ll Do:

Deal Structuring & Governance

• Partner with Sales to structure complex deals from proposal through close, ensuring accuracy, profitability, and alignment with internal policies.

• Review and approve all incoming deals, serving as the final checkpoint for pricing, terms, packaging, and discounting.

• Draft and respond to contract redlines in partnership with Legal, ensuring balanced risk and commercial viability.

• Provide guidance on pricing policies, discount frameworks, margin thresholds, and deal mechanics.

• Anticipate roadblocks to closing and work cross-functionally to resolve issues quickly to support Sales velocity and client satisfaction.

Proposal Systems, Tools & Resources

• Own the proposal generation tooling (e.g., automated templates, pricing calculators, dynamic content systems), ensuring Sales can efficiently produce accurate and compliant proposals.

• Collaborate with Product Marketing, Enablement, and Sales Leadership to develop and maintain proposal templates, deal guides, approval matrices, contract playbooks, and pre-approved fallback language.

• Ensure proposal tools reflect current pricing, product capabilities, vertical strategies, benchmarks, and business rules.

• Establish scalable workflows and guardrails that ensure consistency, brand alignment, and operational efficiency — without performing manual deck creation.

Cross-Functional Alignment & Revenue Operations

• Partner with Finance and Sales leadership to support accurate forecasting, pipeline reviews, and revenue reporting.

• Monitor CRM data quality across opportunities, quotes, terms, and forecast categories to support reliable reporting and analytics.

• Analyze deal trends, discount patterns, and margin performance to identify risks or opportunities for optimization.

• Collaborate with the Systems team to continuously enhance Salesforce quoting, approvals, workflows, and contract automation.

• Drive continuous improvement across the quote-to-cash lifecycle, balancing speed, scalability, and compliance.

• Create a feedback loop between Sales, Product Marketing, Legal, and Operations to improve enablement materials, negotiation playbooks, and product positioning based on real deal insights.

What You’ll Bring:

• 5+ years in Deal Desk, Revenue Operations, Sales Operations, or Contract Management in a SaaS, AdTech, or high-growth technology environment.

• Strong understanding of revenue recognition principles, pricing strategy, discount governance, and contract negotiation.

• Experience owning or administering sales proposal tools, CPQ systems, or automated quoting frameworks.

• Highly analytical with strong problem-solving skills and the ability to translate data into actionable insights.

• Exceptional communication skills and the ability to influence and partner across Sales, Legal, Finance, Product Marketing, and Operations.

• Extremely organized, detail-oriented, and capable of balancing speed with accuracy.

• Hands-on Salesforce experience strongly preferred.

MNTN Perks:

• 100% remote within the US

• Flexible vacation policy

• Annual vacation allowance for travel related expenses

• Three-day weekend every month of the year

• Competitive compensation

• 100% healthcare coverage

• 401k plan

• Flexible Spending Account (FSA) for dependent, medical, and dental care

• Access to coaching, therapy, and professional development

About MNTN:

Our recruiters will always reach out using an email address ending with @mountain.com OR @mntn.com. If you’re contacted by someone without that address and they mention a Reference Code (which we never use), then that ain’t us folks. Tell those trolls to take a hike–you’re waiting to climb a MNTN.

MNTN provides advertising software for brands to reach their audience across Connected TV, web, and mobile. MNTN Performance TV has redefined what it means to advertise on television, transforming Connected TV into a direct-response, performance marketing channel. Our web retargeting has been leveraged by thousands of top brands for over a decade, driving billions of dollars in revenue.

Our solutions give advertisers total transparency and complete control over their campaigns all with the fastest go-live in the industry. As a result, thousands of top brands have partnered with MNTN, including Tarte, Decked, and National University.

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