Senior Manager, Deal Desk
At a glance
Senior Revenue & Sales Operations role at Deepgram. Remote, United States · full-time · $168,000–$206,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Set approval thresholds, standard deal guidance, and credit and promotion rules so routine sales can proceed without review
- Assess unusual proposals and respond within the day, while shaping major commitments, ramps, product combinations, and contract terms
- Coordinate pricing and packaging with Product and sales leaders, then examine margin, discounts, and win rates by discount range
- Keep approvals and terms documented in Salesforce, and build CPQ so deal guidance and sign-offs appear in quotes
- Use an AI agent to screen deals first, improve its rules, and work with Customer Success on renewals before assuming responsibility
What you bring
- Bring six or more years in deal desk, deal strategy, or pricing for B2B technology, with at least three years leading a desk
- Show a desk, approval framework, or playbook you created and got Sales to use
- Know usage-based pricing, including commitments, credits, overages, ramps, and rollover
- Have built Salesforce CPQ hands-on, use SQL, and understand how deal terms influence revenue recognition
Who this fits
This role suits a senior deal desk operator who can establish the function and work across Sales, Customer Success, Product, and Finance. You’ll work under the Chief Accounting Officer and are expected to apply AI actively in your work. The role is remote within the United States.
From the employer
Company Overview
Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram.
Company Operating Rhythm
At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.
Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do.
Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5.
Deepgram is hiring a Senior Manager, Deal Desk to build our deal desk from the ground up and run it. Deepgram is a usage-based voice AI platform (speech-to-text, text-to-speech and the Voice Agent API), sold through self-serve plans, enterprise commitments and cloud marketplaces. You'll report to the Chief Accounting Officer and work daily with leaders in Sales, Customer Success, Product and Finance.
The desk is not a control function. Its job is to help Sales win better deals faster, at prices we can defend.
What you'll do
Build the desk: approval matrix, pre-approved playbook, and credit and promo guidelines, so most deals need no approval.
Run it day to day: review non-standard deals and give same-day answers.
Shape large deals early: commitment size, ramps, product mix and terms.
Partner with Product and sales leadership on pricing and packaging.
Build pricing insight: deal margin, realized discount, and win rate by discount band.
Keep deals clean and audit-ready, with approvals and terms recorded in Salesforce.
Use AI to run the desk: an agent does the first-pass review; you make the call and improve the rules.
Build out CPQ in Salesforce so the playbook and approvals live in the quote.
Partner with Customer Success on renewals at first, then take ownership of renewals as the desk matures.
What you'll need
6+ years in deal desk, deal strategy or pricing at a B2B technology company, with 3+ running a desk.
Usage-based pricing experience: commitments, credits, overage, ramps and rollover.
A desk, matrix or playbook you built that sales adopted.
Financial fluency, including how deal terms affect revenue recognition.
Hands-on experience building Salesforce CPQ, plus SQL.
Credibility with sales executives, clear writing, and an AI-native way of working you can show.
Nice to have
Infrastructure, API or AI company experience.
Pre-IPO experience.
Cloud marketplace private offers (AWS, GCP, Azure).
Has owned or run renewals.
Notice: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to careers@deepgram.com.
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