Senior Manager, Deal Desk & Pricing (m/f/d)

Job description

**About the Role at RobCo** RobCo is building the category of Autonomous Industrial Robotics and we're doing it fast. We believe that automating the ordinary frees humans to do the extraordinary, and we're building the end-to-end robotics infrastructure to make that possible - hardware, software, and AI in one stack that just works. At RobCo, we automate the ordinary, so humans can do the extraordinary. To achieve this, we are looking for an experienced Deal Desk leader to own the end-to-end deal lifecycle for our enterprise and strategic partner business - from pricing strategy and deal structuring through approvals, contracting, and bookings. This role sits at the intersection of Sales, Finance, Legal, and Product, and is one of the highest-leverage commercial roles in the company. Our deals are not simple. A typical enterprise opportunity involves modular hardware, software licenses, deployment services, and a multi-year RaaS subscription, often structured across multiple sites, multiple geographies, and multiple commercial models (RaaS, Sales+SaaS, OEM). Each one carries real revenue recognition, margin, financing, and risk implications. We are looking for someone who can navigate this complexity with confidence, keep pace with a fast-moving commercial team, and structure opportunities that win business and still look good a year from now. You will report to the CFO with a strong dotted line to the CRO, and you will partner daily with regional Sales leaders across DACH and North America, our Strategic Accounts team, Legal, Revenue Accounting, FP&A, and Product. **Your Responsibilities** - Own the deal desk function end-to-end. Be the single point of accountability for how deals are priced, structured, approved, and booked at RobCo. Build the playbooks, approval matrices, and SLAs that let Sales move fast on standard deals and bring the right rigor to non-standard ones. - Structure and quarterback strategic deals. Lead deal strategy on our largest and most complex enterprise opportunities and strategic partner deals (OEMs, integrators, channel) - including multi-site rollouts, frame agreements, pilot-to-scale conversions, and pricing for novel commercial constructs. - Own pricing strategy and execution. Maintain and evolve our pricing architecture across hardware, software, services, and RaaS subscription components. Run discounting governance, list price reviews, and packaging changes. Build the pricing intelligence (win/loss, deal economics, competitive benchmarks) that informs both individual deal decisions and broader commercial strategy. - Enable the commercial team. Translate our financial model - unit economics, gross margin targets, cash profile, RPO and ARR mechanics - into pricing, terms, and deal structures that enable our commercial team to move quickly and confidently on their own. When an opportunity calls for something outside that frame, you own the path to a decision, bringing it to the right people fast and shaping alternatives that meet the customer's needs and still hold up financially. - Partner with Revenue Accounting on deal structure. Work hand-in-hand with our technical accounting team on revenue recognition implications under IFRS 15 / ASC 606 - lease vs. service classification, SSP allocation, variable consideration, contract modifications. Make the accounting implications visible while the deal is still being shaped. - Run quote-to-cash. Own the operational backbone of how deals move from opportunity to booking - CPQ, approval workflows, order forms, and handoffs to Revenue, Deployment, and Customer Success. Drive cycle time down and deal quality up. - Build the team and the system. Hire a small, senior Deal Desk team across Munich and the US, and design the tooling and AI-leveraged workflows that let a lean function support a fast-growing global Sales org. We are biased toward systems and leverage over headcount. - Be a trusted advisor to Sales. Partner with Account Executives and regional leaders to build deal-structuring capability across the sales organization, coaching on commercial constructs, negotiation strategy, and deal economics. **We're looking for someone who has:** - 8+ years of progressive commercial / deal desk / pricing experience, with at least 3 years leading a Deal Desk function at a high-growth SaaS, hardware, or hardware-as- a-service company. • Direct prior Deal Desk experience is required - ideally covering both enterprise customer deals (multi-year, multi-site, complex commercial constructs) and strategic partner / channel deals (OEM agreements, reseller programs, integrator partnerships). • Software-as-a-service and Hardware background strongly preferred - robotics, industrial equipment, capital equipment leasing, IoT, medical devices, or similar. You understand the economics of physical product businesses: BOM cost, deployment cost, residual value, asset financing, and the difference between selling a box and renting one. • Strong pricing background. You have owned pricing strategy and execution at a comparable company. You can move fluently between unit economics, packaging architecture, and competitive positioning. • Demonstrated fluency with subscription and multi-element commercial models - RaaS, equipment-as-a-service, SaaS, hardware-plus-services bundles. Comfortable working with revenue accounting on the IFRS 15 / ASC 606 implications of deal structure. • Experience operating in a multi-region environment, ideally across DACH and North America, and comfort working in both English and German. • Strong command of CPQ, CRM, and quote-to-cash tooling (Salesforce, Salesforce CPQ / DealHub / Conga, or equivalents). Experience designing and implementing CPQ and approval workflows from scratch is a plus. • A genuine systems and AI mindset. You have built lean commercial functions, automated approval and pricing workflows, and are actively experimenting with AI in your day-to-day work. You see headcount as the last resort. - The judgment and standing to hold a considered position with senior commercial leadership under time pressure, paired with the creativity to find a structure that serves both the customer and the business. • Comfort with ambiguity and a fast-moving Series C environment. You are energized by building, not just running. **Why join RobCo?** - Develop modular, software-defined robotics solutions with us that set new standards in automation. - Help us build robots equipped with state-of-the-art AI that perceive their environment, analyze data, and make intelligent decisions in real time. - As part of a very dynamic and fast-growing scale-up, you will take on responsibility from day one, drive your own projects, and see the direct impact of your work. - Flat hierarchies, open communication, and regular 360° feedback enable fast decisions and support your professional and personal development. - Work out across Germany in over 7,200 studios with our subsidized Wellpass membership. - Flexible working hours, a modern office, and—depending on the role—the option to work from home. - Regular team events - from relaxed beer & pizza nights on the rooftop terrace to shared experiences on ski trips or at Oktoberfest. **About RobCo** Founded in Munich in 2020, RobCo leads the transition toward fully Autonomous Industrial Robotics. Our mission is to deploy RobCo in every factory - solving the industrial labor shortage through end-to-end robotics that just works. Powered by Physical AI, our solutions combine a scalable modular hardware architecture with intelligent software that adapts to your use case, improves over time, and requires zero upfront investment through our Robotics-as-a-Service (RaaS) model. We solve our customers' most pressing pain points - labor shortage, cost pressure, workplace safety, and national reshoring - across the full spectrum of Autonomous Industrial Robotics. With $160M raised from investors including Lightspeed, Lingotto Innovation, and Sequoia, 200+ people globally, and 2.5M+ operating hours in the field, we are deploying robots in factories across Europe and the United States - with our US operations headquartered in Austin, TX, and our RobCo Bay Area Demo Lab in San Francisco. *Don’t meet every single requirement? If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.* *At RobCo, applicants are selected regardless of ethnic origin, religion, gender, age, disability, or sexual orientation. All decisions throughout the recruitment process are based solely on applicants’ qualifications, skills, knowledge, and experience, as well as relevant business requirements.*