Deal Desk Manager

About Glean:

Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business - without vendor lock-in or costly implementation cycles. At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean’s agentic capabilities - AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality. If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company.

About the Role:

Glean is seeking a Deal Desk Manager to be the connective tissue between Sales, Finance, Legal, and RevOps. You’ll design and run scalable deal processes, advise on pricing and commercial terms, and ensure non-standard deals are fast, compliant, and financially sound. This role will be a key accelerant for Glean’s next phase of growth and will shape our guardrails, approvals, and tooling for consistency and speed.

You will:

• Serve as the first-line advisor to AEs on deal strategy, pricing, and commercial structures; propose options that balance customer needs with Glean’s financial and risk guardrails.

Own the end-to-end deal review process for non-standard terms (pricing, discounting, order forms, term/renewal, usage, data and privacy, SLAs), coordinating with Finance, Legal, Security, and Leadership as needed.

• In partnership with Finance, build and maintain pricing and discount frameworks, approval matrices, and playbooks that scale across segments, regions, and partners.
• Create and iterate financial models in partnership with Finance to assess deal profitability, discount impact, margins, and payback; surface insights to guide negotiations and leadership decisions.
• Improve the quote-to-cash workflow (e.g., CPQ, Salesforce, order forms, SKUs, usage metrics), driving consistency, time-to-close, and data quality.
• Standardize order form templates and clause libraries; maintain guardrails for non-standard requests and clear escalation paths.
• Partner with RevOps on forecast health, pipeline risk, and quarter-end execution; provide visibility on in-flight approvals and blockers.
• Operationalize new monetization motions (e.g., usage-based pricing, new packages, channel/partner programs) and ensure downstream readiness.
• Enable the field (AEs, SEs, CSMs) on pricing, policies, and deal strategy; deliver concise playbooks, office hours, and training.
• Establish core KPIs and dashboards (cycle time, approval SLA, discount trends, win rates, gross margin) and drive continuous improvement.

About you:

6+ years of experience in Deal Desk, Finance/FP&A, Sales Strategy/RevOps, or related analytical roles in enterprise SaaS.

• Proven track record structuring complex enterprise deals and advising sales on pricing, packaging, and commercial terms.
• Strong financial modeling skills; ability to quantify trade-offs and guide data-driven decisions.
• Deep familiarity with SaaS commercial agreements and common non-standard terms (e.g., MFN, usage and true-up, data/security, liability/indemnity, renewal/termination).
• Hands-on experience with Salesforce; exposure to CPQ and quote-to-cash systems; comfort defining requirements with RevOps/IT.
• Excellent stakeholder management and communication; calm under quarter-end pressure.
• Owner mindset with bias for action, clarity, and repeatable process design.
• Experience operationalizing usage-based pricing and/or multi-product packaging.
• Background working with channel/partners and indirect motions.
• International deal exposure (e.g., EU/Japan) and localization considerations.

Familiarity with public company controls and revenue recognition concepts.

Location:

This role is hybrid (4 days a week in our SF Bay Area offices) or US Remote

Compensation & Benefits:

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits. We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused. We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. #LI-HYBRID #LI-REMOTE