Deal Desk Manager, APJ

Job description

Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code. We're building out our Deal Desk function in APJ and looking for a high-ownership Deal Desk Manager to be one of our first people on the ground in the region. This is a hands-on individual-contributor role, sitting at the intersection of Sales, Legal, Finance, and Revenue Operations, partnering with our APJ sales team to structure, price, and close enterprise deals, and giving the region the fast, in-time-zone deal support it needs as it scales. About the role You'll be one of the first Deal Desk hires in APJ, working closely with the global Deal Desk team while becoming the go-to deal partner for reps across the region. The function is established globally and humming with volume — your job is to bring that same discipline to APJ and own deal support end-to-end for the region. This person will own APJ deal desk as their domain and carry real strategic weight. Day-to-day, you'll be in the trenches on live deals — working through pricing and deal structure, building quotes and order forms, and shepherding deals through approvals to close. You'll also zoom out: spotting recurring friction in how APJ deals get done, and standing up the processes, playbooks, and guardrails that let the region scale. What you'll do - Own day-to-day deal desk support for the APJ sales team — pricing, deal structure, quoting, and approvals — in-region and in-time-zone - Serve as a strategic thought partner to reps on deal strategy: pricing guidance, competitive positioning, negotiation approach, and contract structure - Build and manage quotes and order forms in Salesforce CPQ / Ironclad, and keep deals moving cleanly through the approval and closing process - Coordinate cross-functionally with Legal, Finance, and Billing to get non-standard terms reviewed and closed without slowing deals down - Stand up and scale APJ deal desk processes — turning recurring rep questions and one-off asks into repeatable playbooks, approval paths, and enablement - Apply and help evolve our consumption-based pricing model, surfacing patterns from APJ deal flow back to the global team You may be a fit if - You have ~4–8+ years of experience across deal desk, deal/revenue operations, commercial strategy, consulting, investing, or sales strategy — and you've owned outcomes, not just tasks - You've worked on enterprise B2B deals, ideally in SaaS or infrastructure, with hands-on exposure to pricing, negotiation, and contract structure - You've operated in a high-volume deal environment and have a track record of systematizing how you work — playbooks, processes, approval frameworks - You're highly analytical — comfortable sizing deals, modeling pricing scenarios and ROI in Excel, and grounding recommendations in data - You have a point of view and the ownership to drive it — you don't wait to be told what to think, and you operate with urgency and little hand-holding - You collaborate well across Sales, Finance, and Legal, and can hold the line on pricing and process without becoming a bottleneck - You're excited to help build a function in-region rather than inherit a finished one - You're based in Singapore and able to support the APJ region - Bonus: experience with consumption-based or usage-based pricing, or standing up a deal desk function in a fast-scaling environment