Deal Desk, Manager

OverviewMedallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the management of experiences, insights, and actions for candidates, customers, employees, patients, and residents alike. We believe that every experience is a memory that can last a lifetime. Experiences shape the way people feel about a company. And they greatly influence how likely people are to advocate, contribute, and stay. At Medallia, we are committed to creating a world where organizations are loved by their customers and their employees. We empower exceptional people to create extraordinary experiences together. Bring your whole self. The Team & Role Deal Desk & Strategy is a strategic thought partner to Sales, Finance, and Legal, helping Medallia close highquality deals that maximize bookings, cash flow, and commissions while protecting longterm growth and renewals. We drive a frictionless buying experience for customers and sellers by coaching teams on Medallia policies, delivering pricing and negotiation guidance, and identifying creative paths to win-without compromising risk or future value. As a Deal Desk Manager, you will be a senior, handson deal strategist and pricing/contracts specialist. This role does not include people management. Instead, you will independently own complex, highimpact deals endtoend, influence outcomes through expertise and credibility, and serve as a trusted advisor to Sales leadership and executives. Why This Role Matters This role is critical to enabling Medallia's growth. You will directly impact bookings quality, customer experience, and longterm revenue by ensuring every deal is structured to win today while setting us up for successful renewals tomorrow.ResponsibilitiesIndependently structure, create, and manage accurate, customerready order forms, including required modifications to commercial terms and conditions to meet specific deal requirements. Own precise CPQ configuration and data entry, including defensible allocations, accurate list pricing, approved discounting, and appropriate uplifts to support pricing initiatives and renewals. Lead the full deal approval lifecycle, including preparing deal narratives and periodically representing and justifying deal structures to executive leadership for final approval. Administer and coordinate the endtoend order form execution process, ensuring timely signatures and seamless handoffs to maintain sales velocity. Conduct comprehensive preclose deal reviews to ensure downstream Salesforce and billing data accuracy, reducing postclose corrections and revenue leakage. Partner closely with Sales, Finance, Legal, RevOps, and Product to ensure compliance with company policies, optimize deal economics, and balance customer needs with Medallia's longterm interests. Identify revenue expansion opportunities, cost savings, and process improvements across deal structures, pricing models, and contract terms. Act as a subjectmatter expert on Medallia's commercial framework, advising and coaching sellers on pricing strategy, negotiation tactics, and contract positioning. QualificationsMinimum Qualifications 5+ years of related experience in a clientfacing or dealsupport role (e.g., Deal Desk, Sales Operations, Revenue Operations, Customer Operations, Customer Success, or similar). Demonstrated experience independently managing complex, nonstandard deals from strategy through execution. Proven ability to produce consistently clean, accurate, and professional order forms with strong attention to detail. Preferred Qualifications 3+ years of experience in the Software/SaaS industry. 2+ years of handson experience with CPQ tools (Salesforce). Bachelor's degree or equivalent practical experience. Working knowledge of Master Subscription Agreements (MSAs), Order Forms, Statements of Work (SOWs), and common SaaS commercial terms (e.g., renewals, uplifts, termination, liability, indemnification, payment terms). Experience partnering with Legal to interpret contract language, assess risk, and propose alternative commercial constructs within approved guardrails. Medallia is committed to equal pay and transparency. The annual base salary range for this position is $106,000 - $162,000. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US. It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, candidate's work location, education/training, key skills, internal peer equity, external market data, as well as, market and business considerations when making compensation decisions. Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short-term and long-term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays. Benefits and eligibility may vary by location and role. At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age (40 and over), disability, genetic information, veteran status or military service, or any other status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at ApplicantAccessibility@medallia.com. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies. Applications will be accepted for 30 days from the date this role was posted or until the role has been filled.