Senior Manager - Deals Desk

The Senior Manager – Deals Desk will lead the deal governance process for the organization, partnering closely with Sales, Finance, Legal, and Product teams to structure scalable, compliant, and profitable SaaS deals. This role is responsible for deal strategy, pricing governance, approval workflows, commercial negotiations and evaluating legal t&c’s, while also driving process transformation and automation initiatives to improve deal velocity, compliance, and operational efficiency. The ideal candidate combines strong commercial acumen with operational excellence, and has experience building automated deal workflows, scalable pricing frameworks, and data-driven decision support within a high-growth SaaS environment. Deal Structuring & Governance Lead APMEA Deals Desk team, supporting sales teams with complex deal structuring, pricing approvals, commercial and legal guidance.   Provide strategic recommendations on pricing, discounting, contract terms, and deal structures.   Serve as the approval authority for non-standard deals and ensure adherence to pricing policies.   Partner with Sales leadership to accelerate deal cycles while protecting margins. Cross-Functional Collaboration Work closely with Sales, Legal, Revenue Operations, and Product teams to resolve complex deal scenarios.   Ensure alignment with revenue recognition, billing models, and contract structures.   Support negotiation strategies for enterprise and strategic deals. Transformation & Automation Lead initiatives to transform the deals desk into a scalable and automated function.   Design and implement automation across deal approval workflows and quote generation.   Optimize and manage tools such as CPQ systems, CRM workflows, and approval engines.   Drive process standardization and simplification to improve deal cycle times.   Implement data-driven decision frameworks and analytics for deal performance. Develop deal intelligence dashboards and reporting on discount trends, win rates, deal velocity, and margin performance.   Policy & Framework Development Establish and maintain SOPs and approval matrices.   Define deal guardrails, discount thresholds, and exception policies.   Create playbooks for common deal scenarios to empower sales teams.   Team Leadership Build and manage a high-performing deals desk team for the APMEA region..   Mentor analysts supporting the deal desk process.   Foster a culture of operational excellence, automation, and continuous improvement.       10–14 years of experience in managing Deal Desk Operations, Pre-Sales, Contract Management, Enterprise Deal Management, System Transformation etc.   6-8 years of experience in SaaS or subscription-based business models.   Strong understanding of SaaS pricing models, ARR/MRR, Commercial Constructs, Legal T&C’s, CPQ automation etc.   Experience managing complex enterprise deal structures.   Proven experience driving process transformation or automation initiatives.   Experience implementing or managing following platforms:   DealHub (CPQ)   SFDC (CRM)   Chargebee (Billing System)   PowerBI etc.   Experience building automated approval workflows in CRM systems like Salesforce.   Strong analytical skills with experience using data tools such as Tableau or Power BI.   Experience supporting global SaaS sales organizations.   Key Skills Enterprise deal structuring   Negotiation support   Deal governance frameworks   CPQ optimization   Contract lifecycle awareness   Automation of approval workflows   Data-driven decision making   Cross-functional influence   Stakeholder management   Team development At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, a ... (truncated, view full listing at source)