Senior Deal Desk Manager

About CodeRabbit

CodeRabbit is an innovative research and development company focused on building extraordinarily productive human-machine collaboration systems. Our primary goal is to create the next generation of Gen AI-driven code reviewers: a symbiotic partnership between humans and advanced algorithms that significantly outperforms individual engineers. We combine language models with human ingenuity to push the boundaries of software development efficiency and quality.

Role Overview

This is CodeRabbit's first deal desk hire — a greenfield build, not an inherited process. You will design the deal desk function from scratch: pricing frameworks, approval workflows, deal policies, and order management processes built to scale alongside a fast-growing enterprise and marketplace business. You own deal structuring, commercial strategy, and quote-to-cash integrity across every revenue motion.

This is a hands-on IC role with strategic scope. You'll partner with Sales, Finance, Legal, and Revenue Operations across direct enterprise contracts and cloud marketplace transactions — and leverage AI tools to operate with the speed and throughput of a much larger team.

What You’ll Do

• Build CodeRabbit's deal desk operating model from scratch — pricing frameworks, discount governance, approval matrices, standardized templates, and escalation paths that balance deal velocity with margin protection

• Serve as the strategic advisor to Sales on deal structuring, pricing, and commercial terms — including complex and non-standard arrangements (MSAs, SOWs, amendments, multi-year deals) across enterprise and marketplace transactions

• Own the end-to-end quote-to-cash process for direct enterprise contracts and cloud marketplace transactions (AWS, GCP, Azure), validating every booking against policy and revenue recognition requirements before handoff to Finance

• Ensure data integrity across Salesforce, ChargeBee, and CPQ/CLM platforms and deliver monthly and quarterly bookings, invoicing, and renewal reporting, surfacing revenue risks in real time

• Drive cross-functional deal execution by orchestrating handoffs between Sales, Legal, Finance, and Revenue Operations, ensuring contract terms are accurate, compliant, and aligned with internal policies

• Analyze historical deal data to identify pricing trends, discount patterns, and packaging opportunities, translating insights into actionable recommendations for Sales leadership and Finance

• Leverage AI tools and process automation to scale the function — use Claude, ChatGPT, or similar to accelerate deal analysis, contract reviews, and reporting.

What You’ll Bring

• 5–7+ years in deal desk, order management, or revenue operations within B2B SaaS, with direct experience supporting enterprise sales cycles

• Track record of building or scaling a deal desk function from the ground up — pricing frameworks, approval workflows, discount governance, and bookings policies

• Deep expertise structuring complex enterprise deals (custom pricing, multi-year terms, MSAs, SOWs, amendments) and cloud marketplace transactions (AWS, GCP, Azure)

• Strong working knowledge of Salesforce, subscription billing platforms (ChargeBee, Bill.com, Stripe, or similar), and familiarity with CPQ and CLM tools

• Comfort using AI tools (Claude, ChatGPT, Copilot, or similar) to accelerate analysis, document generation, and process improvement

• Strong financial acumen, exceptional attention to detail, and clear communication skills with the ability to influence cross-functional stakeholders including Sales, Legal, Finance, and executive leadership

Nice to Have

• Experience at a high-growth, venture-backed company (Series B through growth stage) where you helped build foundational deal desk processes during a period of rapid scaling

• Experience working alongside or within a Revenue Operations function that was actively building its GTM systems and data infrastructure

• Exposure to developer-tools or AI-native companies where the product, buyer persona, and sales motion differ from traditional enterprise software

Our Values

• 🤝 Collaborative Humans: Prioritizing collective intelligence

• 🚀 Fearless Innovators: Turning obstacles into growth opportunities

• 💪 Persistent, Passionate Developers: Thriving on complex, long-term challenges

• 🎯 Impact-Driven Creators: Crafting intuitive tools for developers

• 🧠 Rapid Learners and Un-learners: Adapting quickly in our fast-paced technological world

What We Offer

• Work on cutting-edge technology with real-world impact

• Collaborative and innovative environment

• Competitive salary, equity, and benefits

• Professional development opportunities