Deal Desk

Job description

ABOUT CLAY Our mission is to help organizations turn any growth idea into reality. We see growth as a creative practice, not a formula. Finding and reaching your best-fit customers takes unique ideas and constant iteration. As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage. We're already helping thousands of customers https://clayrun.notion.site/Wall-of-Love-b243f2b67607438b9fad99341e6b8d47 — including Anthropic, Notion, Google, and Ramp — go to market with unique data, signals, and AI research. In 2025, we raised a $100M Series C https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.htmlbacked by world-class investors including Sequoia, CapitalG, and First Round — and crossed $100M in revenue. In 2026, we announced our second employee tender offer https://www.nytimes.com/2026/01/28/business/dealbook/clay-start-up-tender-offers.html in 9 months at a new $5B valuation. We also launched a community equity round https://www.clay.com/blog/community-equity-offering, for our customers, agency partners, and club members. Some things to know about us: - Our community http://community.clay.com includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs https://luma.com/claylive, and 30k members on Slack. - Our culture https://nextplayso.substack.com/p/spotlight-clay is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more. - All employees can work for free with world-class coaches who specialize in creativity, management, and more. - Our operating principles — including negative maintenance and non-attached action — guide our work. Read more about them here https://cdn.prod.website-files.com/61477f2c24a826836f969afe/685d83a71452245cc1129791_4d770abfd83e276ec15315a2e06945bd_Clay2025_OperatingPrinciples.pdf. - Read about us in the NYT https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.html, Forbes http://google.com/search?q=forbes+clay&rlz=1C5OZZY_enUS1155US1155&oq=forbes+clay&gs_lcrp=EgZjaHJvbWUyBggAEEUYOTIHCAEQABiABDIHCAIQABiABDIHCAMQABiABDIHCAQQABiABDIHCAUQABiABDIHCAYQABiABDIHCAcQABiABDIHCAgQABiABDIHCAkQABiABNIBBzkzM2owajSoAgOwAgHxBVAe8UAxJx_p&sourceid=chrome&ie=UTF-8, First Round Review https://review.firstround.com/podcast/inside-clays-unconventional-path-to-1-25b/, and more https://www.clay.com/press. Hear from our employees directly on our Glassdoor https://www.glassdoor.com/Overview/Working-at-Clay-EI_IE9850794.11,15.htm page! DEAL DESK @ CLAY We're looking for a strategic Deal Desk Analyst who combines deal structuring expertise with a passion for AI-driven process optimization. This role is critical in accelerating deal velocity through intelligent automation while ensuring compliance with company policies and maximizing deal value. You'll serve as a trusted advisor to sales teams, providing deal structuring guidance, pricing optimization, and contract negotiation support—all while leveraging AI tools and automation to scale our operations. This is a high-impact role for someone who thrives in fast-paced environments and wants to directly influence revenue growth through strategic deal management and innovative process automation. WHAT YOU'LL DO Deal Operations & Execution - Partner with GTME (Sales) and GS (CX) teams to structure non-standard and complex deals, ensuring alignment with company guidelines and revenue recognition policies - Review and approve deal terms, pricing, and discount structures within established approval matrices - Guide pricing negotiations, commercial terms, payment terms, and special provisions while maintaining margin targets - Collaborate with Legal, Revenue Operations, and Accounting to ensure deal compliance, accurate booking, and revenue recognition Process Documentation & Automation - Develop and maintain deal desk policies, guidelines, playbooks, and best practices documentation - Implement and optimize AI and automation tools for contract analysis, issue alerts, and automated decision support - Create dashboards and automated reporting systems on key metrics, including deal velocity, approval times, and discount trends - Facilitate pricing training and enablement for fast-growing GTME and GS teams WHAT YOU'LL BRING - Bachelor's degree in Business, Finance, Economics, or related fields - 3-6 years of experience in deal desk, sales operations, finance, or a related analytical role - Proficiency in CPQ tools and CRM systems (Salesforce preferred) - Advanced Excel/Google Sheets skills, including financial modeling and data analysis - Strong quantitative and analytical skills with exceptional attention to detail - Demonstrated ability to identify manual processes and design scalable automation solutions - Excellent communication skills with the ability to interact effectively with customer-facing teams and executives - Strong business acumen and understanding of sales processes NICE TO HAVES - Experience with usage-based subscription business models - Familiarity with LLMs (GPT, Claude, etc.) and prompt engineering for business applications - Experience with automation tools (Zapier, Clay) or a strong interest in learning them - Knowledge of no-code/low-code platforms for building internal tools - Experience with contract lifecycle management (CLM) systems - Familiarity with revenue recognition principles (ASC 606) - Understanding of legal and contractual terms