Revenue Operations Manager, Deal Desk
At a glance
Mid-level Revenue & Sales Operations role at Crusoe. San Francisco · full-time · $155,000–$185,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Guide account executives on packaging, negotiation, pricing and terms for unusual deals while protecting margins
- Adjust prices and discount limits as markets move, using competitor data, win-loss results and customer price sensitivity
- Run deal approvals and coordinate with sales leaders, finance and legal on exceptions and contract terms
- Track discounts, approval speed, win rates and realized prices, then give leaders dashboards on deal activity
- Build and maintain CPQ products, pricing rules, approvals and quote templates, and train sales teams to use them
What you bring
- Four to seven years in revenue operations, including deal desk work, pricing, deal structures and contract negotiation
- A record of setting and revising prices in fast-changing markets, with skill in benchmarking and competitor analysis
- Hands-on CPQ setup and administration, plus experience pricing usage-based or consumption-based products
- Strong Excel or Sheets modeling ability for pricing analysis
Who this fits
This manager role suits someone who can advise account executives on technically complex deals while owning pricing processes and CPQ systems. The position is onsite in San Francisco. The stated annual salary range is $155,000 to $185,000, with a bonus and restricted stock units.
From the employer
Crusoe is on a mission to accelerate the abundance of energy and intelligence. As the only vertically integrated AI infrastructure company built from the ground up, we own and operate each layer of the stack — from electrons to tokens — to power the world's most ambitious AI workloads. When you join Crusoe, you join a team that is building the future, faster.
We're in the midst of the greatest industrial revolution of our time. The demand for AI compute is boundless, and power is a bottleneck. We're solving that — with an energy-first approach that makes AI infrastructure better for the world and faster for the people innovating with AI.
We're looking for problem-solving, opportunity-finding teammates with a sense of urgency, who believe in the scale of our ambition and thrive on a path not fully paved — people who want to grow their careers alongside a team of experts across energy, manufacturing, data center construction, and cloud services.
If you want to do the most meaningful work of your career, help our customers and partners advance their AI strategies, and be part of a high-performing team that believes in each other, come build with us at Crusoe.
About the Role:
We're looking for a Revenue Operations Manager to own our deal desk function and lead the implementation, management, and ongoing optimization of our CPQ. This role sits at the intersection of pricing strategy, sales enablement, and systems ownership. You’ll be the Revenue Operations partner for Account Executives navigating complex, technical deals, while also building the infrastructure that lets the sales org quote and close faster.
We're specifically looking for someone who has experience setting defensible prices with novel deal structures with limited comps in a dynamic market. Our is a technical, consultative sale, where deal complexity, competitive dynamics, dynamic pricing make "one price fits all" impossible.
What You'll Be Working On:
Deal Desk & Pricing Strategy
Advise AEs on deal structuring, negotiation tactics, and creative packaging to protect margin while removing friction to close. Serve as the primary point of contact for AEs on non-standard deals, terms, pricing, and discounting.
Set and continuously adjust pricing in response to a dynamic market, translating fast-moving conditions into clear, real-time pricing guidance for the GTM , product, and Finance teams.
Conduct ongoing market rate analysis leveraging any competitor pricing intelligence, internal win/loss data, and segment-level price sensitivity to recalibrate price points, discounts, and approval thresholds
Own the deal approval workflow, ensuring the deals get the right level of scrutiny without becoming a bottleneck. Partner with Sales Leadership, Finance, and Legal on exception approvals, non-standard terms, and contract structuring
Track deal desk metrics: discount trends, approval cycle time, win rates by deal type, price realization. Build dashboards and reporting to give leadership visibility into pricing trends and deal desk throughput.
CPQ Ownership
Own end-to-end implementation, configuration, and maintenance of the CPQ system
Build and maintain product bundles, pricing rules, discount schedules, approval matrices, and quote templates. Continuously audit CPQ data integrity (product catalog, price books, rules logic) to ensure quotes reflect our latest pricing strategy.
Partner with Sales, Finance, and Product on new product launches, packaging changes, and price book updates, translating them into CPQ configuration
Identify and eliminate friction in the quote-to-cash process. Reduce quote turnaround time and manual workarounds
Train, enable, and support AEs and sales managers on CPQ best practices.
What You'll Bring to the Team:
4-7 years of experience in Revenue Operations focusing on running a deal desk function, advising AEs on deal structuring, pricing strategy, and contract negotiations, preferably within a high growth, B2B technology environment.
Proven track record setting and adjusting prices in a dynamic, fast-moving market. Strong understanding of market rate benchmarking and competitive pricing analysis. Experience pricing usage-based and consumption-based products
Hands-on CPQ implementation and administration experience (Salesforce CPQ, DealHub, PandaDoc, Zuora, or similar)
Strong Excel/Sheets modeling skills for pricing analysis; SQL or reporting tool experience a plus
Experience at a growth-stage company where you've had to build or rebuild processes from scratch
Bonus Points
Experience with hyperscalers, GPU clouds, or high-performance compute environments.
Familiarity with large-scale AI training and inference architectures.
Strong network in the AI/ML and enterprise technology ecosystem.
Track record of working with Fortune 500 enterprises and digitally native businesses on transformative infrastructure deals.
Benefits:
Competitive compensation and equity packages
Restricted Stock Units
Paid time off, paid holidays & leave of absence programs
Comprehensive health, dental & vision insurance
Employer contributions to HSA account
Paid parental leave
Paid life insurance, short-term and long-term disability
Professional development & tuition reimbursement
Mental health & wellness support
Commuter benefits (parking & transit)
Cell phone stipend
401(k) Retirement plan with company match up to 4% of salary
Volunteer time off
Global travel insurance & emergency assistance
Daily meals allowance
Additional perks & programs specific to location
Compensation Range
Compensation will be paid in the range of up to $155,000 to $185,000 + Bonus. Restricted Stock Units are included in all offers. Compensation to be determined by the applicant's knowledge, education, and abilities, as well as internal equity and alignment with market data.
Crusoe is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, disability, genetic information, pregnancy, citizenship, marital status, sex/gender, sexual preference/ orientation, gender identity, age, veteran status, national origin, or any other status protected by law or regulation.
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