Reporting to Lauren Jungers, Sr. Director of Commercial Strategy & Operations, this role works closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta’s long-term business interests.

This is an individual contributor role (no direct people management).

Deal Strategy & Execution Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience Own approval workflows and act as escalation owner from first quote through final signature Translate deal data, discount trends, and outcomes into actionable insights Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy Ensure deal structures align with revenue recognition principles and company financial goals

Process & Systems Modernization Drive end-to-end improvements across the quote-to-cash lifecycle Define business requirements and partner with systems teams on Subskribe, CLM, and Salesforce enhancements Lead UAT and rollout of new deal processes and tooling Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives Standardize and document workflows to enable speed and scale

Enablement & Advisory Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy Contribute to and maintain a self-service Deal Strategy Playbook

XML job scraping automation by YubHub

You will own the renewal process from early outreach through booking, mitigate renewal risk before it becomes urgent, and identify opportunities for expansion, services, and training that deepen customer value. You will work closely with Account Executives, Customer Success Managers, and distributor and channel partners to deliver accurate, on-time renewals in a fast-moving remote environment.

This is a strong fit if you enjoy managing a high volume of work with precision, operating effectively in a remote environment, and helping customers navigate complex procurement and compliance requirements.

In your first year, you will build trust across your book of business, bring discipline to pipeline and forecasting, and create consistent renewal motions that support customer success, risk mitigation, and long-term adoption of GitLab in the US public sector.

Responsibilities:

• Own the full renewal cycle for a high-volume portfolio of US Public Sector accounts, from early engagement through quoting, negotiation, procurement, and booking.

• Manage renewal quotes, order forms, and amendments in alignment with GitLab policies and public sector procurement requirements, including FedRAMP considerations and relevant contracting vehicles.

• Maintain accurate pipeline and forecast data in Salesforce, including stages, close dates, amounts, and risk status.

• Assess adoption signals, usage trends, and customer context to identify renewal risk early. Build and track mitigation plans with account teams and customer success partners, with clear owners, timelines, and next steps.

• Coordinate customer check-ins focused on realized value, deployment health, and upcoming renewal milestones.

• Identify opportunities for expansion, cross-sell, professional services, training, and consolidation within your book of business.

• Work cross-functionally with Account Executives, Customer Success Managers, Solution Architects, Professional Services, distributors, and channel partners to move renewals and growth opportunities forward.

Requirements:

• Experience owning renewals, account management, or customer success motions for complex SaaS accounts in a customer-facing B2B environment.

• Experience working through a distributor or channel partner ecosystem, with the ability to manage the commercial and relationship complexity of partner-led transactions.

• Familiarity with the US Public Sector, including Federal, State, Local, or Education buying processes, contracting vehicles, and compliance-related requirements.

• Excellent organizational skills with the ability to manage many concurrent opportunities, stakeholders, and deadlines while maintaining accuracy.

• Proficiency using Salesforce or a similar CRM platform for pipeline management, forecasting, and activity tracking.

• Working knowledge of contract renewal processes and tools such as CPQ tools, subscription management systems, or billing platforms.

• Clear written and verbal communication skills for customers, partners, and internal stakeholders, including executive audiences.

• A self-directed and team-oriented approach, with the ability to work effectively in a fully remote, asynchronous environment.

About the team:

The US Public Sector team enables government and education organizations as they modernize how they build and deliver software. We work with customers navigating complex procurement environments while helping them adopt GitLab as the one DevSecOps platform , improving collaboration, reducing manual processes, and delivering secure software faster.

We partner closely across sales, customer success, services, and the channel ecosystem, operating asynchronously in a remote environment to support public sector missions with consistency and transparency.

A key focus is helping agencies and institutions balance security, compliance, and operational efficiency as they scale digital transformation with GitLab.

XML job scraping automation by YubHub

Day-to-day, you'll quarterback complex deals through CPQ, contract management, and internal approvals. Over time, you'll also identify and drive improvements to the systems and workflows you operate in , embedding approved deal structures into Salesforce, improving CPQ configurations, and helping build the operational infrastructure that lets a lean team support enterprise deal volume at scale.

Responsibilities:

• Quarterback deals through internal processes , CPQ quote-building, approval routing, contract execution , ensuring accurate, timely completion
• Own Anthropic’s deal-making execution processes, ensuring that all commercial workflows can seamlessly navigate internal processes
• Build AI-native tooling with internal teams to meaningfully scale our commercial processes
• Optimise operational workflows that reduce friction in the sales cycle and accelerate time-to-close
• Act as the bridge between Sales and supporting teams, maintaining contract and compliance management systems and ensuring agreement terms align with company standards
• Maintain visibility on high-priority deals, providing appropriate escalation paths when commercial terms require executive input
• Collaborate with Legal teams to validate that agreements reflect the correct commercial intent and approvals
• Track and analyse deal patterns to identify bottlenecks and propose data-driven improvements to our sales operations
• Maintain and improve deal documentation: approval policies, pricing guidelines, SKU guidance, and process playbooks

You may be a good fit if you:

• Have 3+ years of experience in deal desk, sales strategy, commercial operations, or related roles, preferably in a high-growth technology environment
• Are comfortable both executing within existing systems (CPQ, SFDC, contract platforms) and improving those systems as you go
• Bring a detail-oriented, process-improvement mindset: you notice when something is manual or error-prone and you want to fix it
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Strong project management skills with experience juggling multiple critical initiatives
• Bias toward action and comfort operating in ambiguity
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have:

• Experience with Salesforce, CPQ tools (Nue, Apttus, Steelbrick), or contract management platforms (Ironclad, Docusign CLM)
• Background in project management, sales strategy, or commercial operations, where you’ve balanced operational excellence with building scaled systems
• Experience with deal operations at companies with subscription and/or consumption-based business models
• Knowledge of enterprise software contract terms and industry-standard commercial practices
• Understanding of AI business models and the unique commercial considerations

Requirements:

• Strong communication skills
• Business partnership (experience working with Sales teams)
• Deep operational experiences
• Systems and process optimisation
• Capable of building new AI-powered workflows

The annual compensation range for this role is €140,000-€175,000 EUR.

XML job scraping automation by YubHub

This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles.

You will proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach.

You will also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value.

Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively.

Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

Key responsibilities include:

• Supporting the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.

• Developing detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client's business landscape, challenges, and objectives.

• Conducting high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.

• Strategically managing all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.

• Navigating complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.

• Utilizing exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.

• Working closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.

• Utilizing advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.

• Demonstrating proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.

• Collaborating effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.

• Delivering precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.

The ideal candidate will have:

• 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets.

• Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees.

• Expertise in the MEDDIC sales methodology and strategic account management.

• Strong capability in high-level negotiations and interacting with C-suite executives.

• Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships.

• Strong analytical skills for effective forecasting and decision-making.

• Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner.

This is a hybrid role, working a minimum of three days per week from one of our US offices.

The US base salary range for this position is $101,500.00 to $135,000.00 + variable compensation + benefits.

Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience and/or training.

Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

At ZoomInfo, we offer comprehensive benefits and holistic mind, body, and lifestyle programs designed for overall well-being.

Learn more about ZoomInfo benefits here.

XML job scraping automation by YubHub

As an Enterprise New Business Account Executive, you will play a pivotal role in driving our strategic growth by targeting and securing high-value business opportunities within large-scale enterprises. This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles.

You'll proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach. You'll also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value.

Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively. Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

Key Responsibilities:

• Support the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.

• Develop detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client's business landscape, challenges, and objectives.

• Conduct high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.

• Strategically manage all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.

• Navigate complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.

• Utilize exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.

• Work closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.

• Utilize advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.

• Demonstrate proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.

• Collaborate effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.

• Deliver precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.

Requirements:

• 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets.

• Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees.

• Expertise in the MEDDIC sales methodology and strategic account management.

• Strong capability in high-level negotiations and interacting with C-suite executives.

• Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships.

• Strong analytical skills for effective forecasting and decision-making.

• Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner.

This is a hybrid role, working a minimum of three days per week from one of our US offices. The US base salary range for this position is $101,500.00 to $135,000.00 + variable compensation + benefits. Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience, and/or training.

XML job scraping automation by YubHub

Responsibilities:

• Conduct growth and margin analysis, discount impact assessment, and deal profitability modelling to support data-driven decision making
• Collaborate with sales teams to structure deals that meet customer needs while protecting Anthropic's financial and strategic interests
• Review and analyse enterprise deals exceeding standard parameters, focusing on pricing structures, contract terms, and financial implications
• Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle, ensuring smooth coordination and timely approvals
• Evaluate potential risks in non-standard deal terms and escalate appropriately to senior stakeholders
• Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with company objectives
• Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex deals while maintaining appropriate controls
• Maintain comprehensive deal documentation and provide regular reporting on deal desk metrics, trends, and performance

You may be a good fit if you:

• Have 3+ years of experience in deal desk, finance, sales strategy and operations, or related analytical roles, preferably in a high-growth technology environment
• Possess hands-on experience building sophisticated financial models, conducting pricing optimisation, and structuring complex deals
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Are detail-oriented with strong process improvement instincts and the ability to design scalable workflows
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Can work effectively in fast-paced, ambiguous environments while maintaining accuracy and attention to detail
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have:

• Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
• Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
• Experience with deal desk operations at companies with subscription and consumption-based business models
• Knowledge of enterprise software contract terms and industry-standard commercial practices
• Understanding of AI business models and the unique commercial considerations

Logistics

• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate
• We encourage you to apply even if you do not believe you meet every single qualification
• Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses
• How we're different: We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts

XML job scraping automation by YubHub

Responsibilities:

• Conduct growth and margin analysis, discount impact assessment, and deal profitability modelling to support data-driven decision making
• Collaborate with sales teams to structure deals that meet customer needs while protecting Anthropic's financial and strategic interests
• Review and analyse enterprise deals exceeding standard parameters, focusing on pricing structures, contract terms, and financial implications
• Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle, ensuring smooth coordination and timely approvals
• Evaluate potential risks in non-standard deal terms and escalate appropriately to senior stakeholders
• Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with company objectives
• Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex deals while maintaining appropriate controls
• Maintain comprehensive deal documentation and provide regular reporting on deal desk metrics, trends, and performance

You may be a good fit if you:

• Have 7+ years of experience in deal desk, finance, sales strategy and operations, or related analytical roles, preferably in a high-growth technology environment
• Possess hands-on experience building sophisticated financial models, conducting pricing optimisation, and structuring complex deals
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Are detail-oriented with strong process improvement instincts and the ability to design scalable workflows
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Can work effectively in fast-paced, ambiguous environments while maintaining accuracy and attention to detail
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have:

• Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
• Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
• Experience with deal desk operations at companies with subscription and consumption-based business models
• Knowledge of enterprise software contract terms and industry-standard commercial practices
• Understanding of AI business models and the unique commercial considerations

The annual compensation range for this role is $235,000 - $310,000 USD.

Logistics

• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.

XML job scraping automation by YubHub

Responsibilities:

• Conduct growth and margin analysis, discount impact assessment, and deal profitability modelling to support data-driven decision making
• Collaborate with sales teams to structure deals that meet customer needs while protecting Anthropic's financial and strategic interests
• Review and analyse enterprise deals exceeding standard parameters, focusing on pricing structures, contract terms, and financial implications
• Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle, ensuring smooth coordination and timely approvals
• Evaluate potential risks in non-standard deal terms and escalate appropriately to senior stakeholders
• Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with company objectives
• Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex deals while maintaining appropriate controls
• Maintain comprehensive deal documentation and provide regular reporting on deal desk metrics, trends, and performance

You may be a good fit if you:

• Have 3+ years of experience in deal desk, finance, sales strategy and operations, or related analytical roles, preferably in a high-growth technology environment
• Possess hands-on experience building sophisticated financial models, conducting pricing optimisation, and structuring complex deals
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Are detail-oriented with strong process improvement instincts and the ability to design scalable workflows
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Can work effectively in fast-paced, ambiguous environments while maintaining accuracy and attention to detail
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have:

• Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
• Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
• Experience with deal desk operations at companies with subscription and consumption-based business models
• Knowledge of enterprise software contract terms and industry-standard commercial practices
• Understanding of AI business models and the unique commercial considerations

The annual compensation range for this role is €140,000 - €175,000EUR.

Logistics

• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.

XML job scraping automation by YubHub

Foster City, CA (Hybrid) In office M,W,F

Employment Type

Full time

Location Type

Hybrid

Department

GTMRevenue Operations

Compensation

• Compensation is determined based on career level, with the base salary for this role ranging from $95K – $120K • Offers Equity

Replit is seeking a Deal Desk Analyst to support our sales operations and ensure seamless deal execution. In this role, you'll be the operational backbone of our revenue team, managing complex deal structures, pricing approvals, and contract processes. You'll play a critical role in accelerating our sales cycle while maintaining deal quality and compliance standards that support our mission to democratize software creation.

What You'll Do

• Manage end-to-end deal desk operations including quote generation, pricing approvals, and contract reviews

• Partner with sales teams to structure complex deals for enterprise customers

• Maintain pricing integrity and ensure compliance with company policies and legal requirements

• Streamline deal approval workflows and reduce sales cycle friction through process optimization

• Collaborate with finance, legal, and product teams on non-standard deal terms and pricing exceptions

• Generate accurate sales forecasts and deal pipeline reports for leadership

• Create and maintain documentation for deal desk processes and pricing guidelines

• Support contract negotiations and amendments with cross-functional stakeholders

• Analyze deal performance metrics and identify opportunities for process improvements

• Train sales teams on deal desk tools, processes, and best practices

Required Skills & Experience

• 3+ years of experience in deal desk, sales operations, or revenue operations roles

• Understanding of SaaS pricing models, contract terms, and deal structuring

• Proficiency with CRM systems (Salesforce preferred) and CPQ (Configure, Price, Quote) tools

• Analytical skills with experience in Excel/Google Sheets and data analysis

• Strong attention to detail and ability to manage multiple complex deals simultaneously

• Effective communication skills to collaborate with sales, finance, legal, and product teams

• Experience with contract management and understanding of standard SaaS agreement terms

• Ability to work in a fast-paced environment and adapt to changing business needs

Bonus Qualifications

• Active Replit user with understanding of developer tools and coding platforms

• Experience at a high-growth SaaS company or developer-focused platform

• Background in finance, accounting, or business operations

• Familiarity with subscription billing models and usage-based pricing

• Experience with sales enablement and training programs

_This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday._

Full-Time Employee Benefits Include:

💰 Competitive Salary & Equity

💹 401(k) Program with a 4% match

⚕️ Health, Dental, Vision and Life Insurance

🩼 Short Term and Long Term Disability

🚼 Paid Parental, Medical, Caregiver Leave

🚗 Commuter Benefits

📱 Monthly Wellness Stipend

🧑‍💻 Autonomous Work Environment

🖥 In Office Set-Up Reimbursement

🏝 Flexible Time Off (FTO) + Holidays

🚀 Quarterly Team Gatherings

☕ In Office Amenities

Want to learn more about what we are up to?

• Meet the Replit Agent

• Replit: Make an app for that

• Replit Blog

• Amjad TED Talk

Interviewing + Culture at Replit

• Operating Principles

• Reasons not to work at Replit

To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.

Compensation Range: $95K - $120K

XML job scraping automation by YubHub