Revenue Operations Manager, Deal Desk and Pricing Strategy

Job description

Crusoe is on a mission *to accelerate the abundance of energy and intelligence*. As the only vertically integrated AI infrastructure company built from the ground up, we own and operate each layer of the stack — from electrons to tokens — to power the world's most ambitious AI workloads. When you join Crusoe, you join a team that is building the future, faster. We're in the midst of the greatest industrial revolution of our time. The demand for AI compute is boundless, and power is a bottleneck. We're solving that — with an energy-first approach that makes AI infrastructure better for the world and faster for the people innovating with AI. We're looking for problem-solving, opportunity-finding teammates with a sense of urgency, who believe in the scale of our ambition and thrive on a path not fully paved — people who want to grow their careers alongside a team of experts across energy, manufacturing, data center construction, and cloud services. If you want to do the most meaningful work of your career, help our customers and partners advance their AI strategies, and be part of a high-performing team that believes in each other, come build with us at Crusoe. **About the Role:** We're looking for a Revenue Operations Manager to own our deal desk function and lead the implementation, management, and ongoing optimization of our CPQ. This role sits at the intersection of pricing strategy, sales enablement, and systems ownership. You’ll be the Revenue Operations partner for Account Executives navigating complex, technical deals, while also building the infrastructure that lets the sales org quote and close faster. We're specifically looking for someone who has experience setting defensible prices with novel deal structures with limited comps in a dynamic market. Our is a technical, consultative sale, where deal complexity, competitive dynamics, dynamic pricing make "one price fits all" impossible. **What You'll Be Working On:** - ***Deal Desk & Pricing Strategy*** - Advise AEs on deal structuring, negotiation tactics, and creative packaging to protect margin while removing friction to close. Serve as the primary point of contact for AEs on non-standard deals, terms, pricing, and discounting. - Set and continuously adjust pricing in response to a dynamic market, translating fast-moving conditions into clear, real-time pricing guidance for the GTM , product, and Finance teams. - Conduct ongoing market rate analysis leveraging any competitor pricing intelligence, internal win/loss data, and segment-level price sensitivity to recalibrate price points, discounts, and approval thresholds - Own the deal approval workflow, ensuring the deals get the right level of scrutiny without becoming a bottleneck. Partner with Sales Leadership, Finance, and Legal on exception approvals, non-standard terms, and contract structuring - Track deal desk metrics: discount trends, approval cycle time, win rates by deal type, price realization. Build dashboards and reporting to give leadership visibility into pricing trends and deal desk throughput. **CPQ Ownership** - Own end-to-end implementation, configuration, and maintenance of the CPQ system - Build and maintain product bundles, pricing rules, discount schedules, approval matrices, and quote templates. Continuously audit CPQ data integrity (product catalog, price books, rules logic) to ensure quotes reflect our latest pricing strategy. - Partner with Sales, Finance, and Product on new product launches, packaging changes, and price book updates, translating them into CPQ configuration - Identify and eliminate friction in the quote-to-cash process. Reduce quote turnaround time and manual workarounds - Train, enable, and support AEs and sales managers on CPQ best practices. **What You'll Bring to the Team:** - 4-7 years of experience in Revenue Operations focusing on running a deal desk function, advising AEs on deal structuring, pricing strategy, and contract negotiations, preferably within a high growth, B2B technology environment. - Proven track record setting and adjusting prices in a dynamic, fast-moving market. Strong understanding of market rate benchmarking and competitive pricing analysis. Experience pricing usage-based and consumption-based products - Hands-on CPQ implementation and administration experience (Salesforce CPQ, DealHub, PandaDoc, Zuora, or similar) - Strong Excel/Sheets modeling skills for pricing analysis; SQL or reporting tool experience a plus - Experience at a growth-stage company where you've had to build or rebuild processes from scratch **Bonus Points** - Experience with hyperscalers, GPU clouds, or high-performance compute environments. - Familiarity with large-scale AI training and inference architectures. - Strong network in the AI/ML and enterprise technology ecosystem. - Track record of working with Fortune 500 enterprises and digitally native businesses on transformative infrastructure deals. **Benefits:** - Competitive compensation and equity packages - Restricted Stock Units - Paid time off, paid holidays & leave of absence programs - Comprehensive health, dental & vision insurance - Employer contributions to HSA account - Paid parental leave - Paid life insurance, short-term and long-term disability - Professional development & tuition reimbursement - Mental health & wellness support - Commuter benefits (parking & transit) - Cell phone stipend - 401(k) Retirement plan with company match up to 4% of salary - Volunteer time off - Global travel insurance & emergency assistance - Daily meals allowance - Additional perks & programs specific to location **Compensation Range** Compensation will be paid in the range of up to $140,000-$170,000 + Bonus. Restricted Stock Units are included in all offers. Compensation to be determined by the applicant's knowledge, education, and abilities, as well as internal equity and alignment with market data. Crusoe is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, disability, genetic information, pregnancy, citizenship, marital status, sex/gender, sexual preference/ orientation, gender identity, age, veteran status, national origin, or any other status protected by law or regulation.