Manager - Deal Desk

IDEMIA is the global leader in identity and security. Our mission is to create a safe and simple future where identity verification is indisputable, and only you can assert your identity. We are a distributed company leveraging the latest technologies to deliver world-class products in the private and public sectors of finance, telecom, identity, security, retail, sports entertainment, commercial, government, and IoT. We use a variety of technologies and approaches to deliver quality product and services to government agencies and technology companies. IDEMIA is a made up of a group of 14,000 diverse people from different nationalities, speaking over 20 different languages. Together, our solutions impact the everyday lives of citizens and nations. In this ever-changing world, protecting your identity is paramount. Join the team that is ensuring one person- one identity.

• Establish Formal Deal Processes: Create standardized pricing guidelines, discount thresholds, and approval workflows to improve deal governance, Time to Quote and scalability.
• Discount Management: Create and manage discount frameworks, ensuring a balance between sales flexibility and profitability targets.
• Deal Structuring & Review: Collaborate with the sales team to structure complex deals, ensuring that all aspects, including pricing, terms, and contract approvals, align with company objectives and policies.
• Centralized Contract Management: Develop and maintain a centralized repository for quote templates, standard pricing, contract terms, redlines, and special deal provisions to reduce inconsistencies and improve deal tracking.
• Partner with the Sales organization, particularly our Industries (Verticals) Accounts Sales team as a trusted advisor for the deal construct and negotiation process of complex transactions.
• Deal Monitoring: Implement a review process to ensure that deals are compliant with approved terms, minimizing contract rejections and execution delays.
• Cross-functional Collaboration: Partner closely with finance, legal, customer success, implementation, product and engineering teams to ensure deals are structured correctly and align with broader business goals, compliance, and product capabilities.
• Process Improvement: Identify bottlenecks in the deal process and implement automation or process enhancements to increase efficiency.
• Reporting & Analytics: Build reports and dashboards to track deal trends, approval cycle times, and discount usage, providing data-driven insights to support executive decision-making.
• CRM & Tools Management: Support the integration and optimization of deal desk tools and CRM (e.g., Salesforce) to support deal flow, approvals, and reporting.
• Very strong ownership mindset, high responsiveness and accountability
• Detail oriented and well organized with the ability to work independently & collaboratively in a fast paced, high growth environment
• Sense of humor is a big plus

• Experience: 6+ years in a Deal Desk, Sales Operations, or Revenue Operations role.
• Process Development: Proven experience developing and scaling deal desk processes from scratch, with a deep understanding of pricing, discounting, and contract management.
• Ability to read, understand and draft contractual business terms and conditions.
• Ability to break down complex ideas and issues and communicate in simple terms to different levels of the organization.
• Excellent communication and presentation skills (written and verbal).
• Experience working in a fast-paced environment.
• Experience and understanding of the SaaS and Consumption business models.
• Strong customer service orientation and a desire to help others succeed.

Like to have:

• Technology Proficiency: Strong understanding of CRM systems (Salesforce preferred), CPQ tools, and CLM platforms.
• Analytical & Financial Skills: Expertise in deal economics, SaaS pricing models, and revenue recognition principles, with a data-driven approach to decision-making.