At a Glance
- Tasks: Lead deal structuring, negotiate contracts, and drive process improvements with AI.
- Company: Join Cloudflare, a top-rated company on innovation and culture.
- Benefits: Competitive salary, diverse team, and opportunities for personal growth.
- Other info: Dynamic environment with a focus on technology and automation.
- Why this job: Be part of a mission to build a better Internet while developing your skills.
- Qualifications: 6-8 years in finance or deal desk roles, strong analytical and communication skills.
The predicted salary is between 48000 - 84000 £ per year.
About Us
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
Available Location(s): London or Lisbon
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
About The Deal Desk Team
The Deal Desk team is a critical component of the Finance function, acting as a strategic partner to the global Sales organization. We are responsible for partnering with sales to structure, negotiate and close complex deals. We ensure that deals meet the requirements of "good business" (profitability, compliance, simplicity, ease of execution, scalability) while also keeping our customers’ best interest in mind. We are committed to leveraging technology and automation to improve our processes and provide a competitive advantage. We collaborate closely with Sales, Legal, and Operations to deliver innovative and effective deal structures that meet our customers' needs and align with our business and financial objectives.
What You’ll Do
As a Deal Desk Manager, you will play a pivotal role in our sales process, from initial deal scoping to final contract execution. Your primary responsibilities will include:
- Deal Structuring & Strategy: Partner with the sales team to develop winning commercial strategies for complex deals. You'll analyze pricing terms and conditions and perform margin analysis to create proposals that are competitive and financially sound.
- Negotiation Support: Advise and support the sales team during customer negotiations, providing guidance on pricing, terms, and alternative deal structures to protect margin and profitability.
- Process Automation & Improvement: Identify and champion opportunities to leverage AI and automation to streamline deal processes, from initial quote generation to final contract approval. You will actively look for ways to make the deal desk more efficient and data-driven.
- Training & Enablement: Educate the sales organization on best practices for deal structuring, pricing, and our GTM policies from a financial and business compliance perspective. You will be a subject matter expert and a go-to resource for the sales team, including how new tools and automation can help them.
- Reporting & Analysis: Analyze deal performance metrics, identify trends, and provide insights to leadership to improve our pricing strategies and sales processes, with a focus on financial performance and the impact of our automation efforts.
If you're excited by fast-paced innovation, dedicated to driving global growth, and want to help build a better internet, we’d love to hear from you.
Examples Of Desirable Skills, Knowledge And Experience
To succeed in this role, you should be a strategic thinker with a strong financial acumen and the ability to thrive in a fast-paced, technology-driven environment.
- Experience: You have 6-8 years of professional experience across Deal Desk, Financial Planning & Analysis (FP&A), Revenue Operations, or a similar role, preferably in a SaaS or technology company; 3+ years of deal desk experience is preferred.
- Financial & Sales Acumen: A solid understanding of SaaS metrics, pricing models, and financial concepts like ARR (Annual Recurring Revenue), Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable. Experience selling software is a bonus.
- Contract & Pricing Knowledge: Experience with drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. You also have a solid understanding of SaaS pricing models and therefore are able to analyze & recommend the best course of action for complex pricing & licensing situations.
- Analytical Skills: You can analyze complex data and use it to inform decisions and recommendations. Proficiency with data analysis tools (like Microsoft Excel or SQL) and experience building complex models is highly desirable.
- Process Automation Mindset: A genuine interest in and an eye for how AI and automation can improve business processes. Experience with or a desire to learn about tools for process automation, business intelligence (e.g., Tableau, Power BI), or AI-powered solutions is a significant plus.
- Communication & Collaboration: Excellent communication and collaboration skills.
Deal Desk Manager, EMEA employer: Cloudflare
Cloudflare is an exceptional employer that fosters a culture of innovation and collaboration, making it an ideal place for aspiring AI professionals. Located in London, the company offers a dynamic work environment where interns can gain hands-on experience with cutting-edge technology while receiving mentorship from industry experts. With a strong commitment to employee growth and a mission-driven approach to building a better Internet, Cloudflare provides unique opportunities for meaningful contributions and personal development.
StudySmarter Expert Advice🤫
We think this is how you could land Deal Desk Manager, EMEA
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, or even hit up LinkedIn. The more people you know, the better your chances of landing that Deal Desk Manager role.
✨Tip Number 2
Prepare for interviews by researching Cloudflare inside out. Understand their mission, values, and recent projects. This will help you tailor your answers and show that you're genuinely interested in being part of their team.
✨Tip Number 3
Practice your negotiation skills! As a Deal Desk Manager, you'll need to be sharp in discussions. Role-play with friends or use online resources to get comfortable with different scenarios and strategies.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows you’re serious about joining Cloudflare and ready to contribute to building a better internet.
We think you need these skills to ace Deal Desk Manager, EMEA
Some tips for your application 🫡
Tailor Your CV:Make sure your CV reflects the skills and experiences that align with the Deal Desk Manager role. Highlight your financial acumen and any relevant experience in deal structuring or SaaS environments.
Craft a Compelling Cover Letter:Use your cover letter to tell us why you're excited about the role and how your background makes you a great fit. Be sure to mention your passion for innovation and how you can contribute to building a better internet.
Showcase Your Analytical Skills:Since this role involves a lot of data analysis, make sure to include examples of how you've used data to drive decisions in past roles. We love candidates who can demonstrate their analytical prowess!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows your enthusiasm for joining our team!
How to prepare for a job interview at Cloudflare
✨Know Your Numbers
As a Deal Desk Manager, you'll need to demonstrate a solid understanding of financial metrics like ARR and Gross Margin. Brush up on these concepts and be ready to discuss how they impact deal structuring and profitability during your interview.
✨Showcase Your Strategic Thinking
Prepare examples that highlight your ability to develop winning commercial strategies for complex deals. Think about past experiences where you successfully partnered with sales teams to negotiate terms and conditions that benefited both the company and the customer.
✨Emphasise Process Improvement
Cloudflare values innovation, so come prepared to discuss how you've leveraged technology and automation in previous roles. Share specific instances where you identified opportunities for process improvement and the positive outcomes that resulted from your initiatives.
✨Be a Team Player
Collaboration is key in this role. Be ready to talk about how you've worked closely with cross-functional teams like Sales, Legal, and Operations. Highlight your communication skills and how you’ve educated others on best practices in deal structuring and pricing.
