Senior Manager, Deal Desk

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.

Additional information

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