Senior Manager, Deal Desk



Austin, TX, USA
Posted on Thursday, May 16, 2024
Who We Are
Ontic makes software that corporate and government security professionals use to proactively manage threats, mitigate risks, and make businesses stronger. Built by security and software professionals, the Ontic Platform connects and unifies critical data, business processes, and collaborators in one place, consolidating security intelligence and operations. We call this Connected Intelligence. Ontic serves corporate security teams across key functions, including intelligence, investigations, GSOC, executive protection, and security operations.
As Ontic employees, we put our mission first and value the trust bestowed upon us by our clients to help keep their people safe. We approach our clients and each other with empathy while focusing on the execution of our strategy. And we have fun doing it.
Who You Are
You will play a pivotal role in ensuring the profitability and efficiency of our finance and sales operations. You will be responsible for overseeing the strategic pricing, discounting, and deal structuring processes to maximize revenue and maintain healthy margins while meeting the needs of our enterprise client. This role requires a combination of analytical skills, strategic thinking, and cross-functional collaboration.


  • Collaborate with sales teams to structure complex deals that align with company pricing guidelines, product capabilities, and client requirements
  • Develop and implement pricing strategies that drive revenue growth while maintaining competitive positioning in the market
  • Conduct thorough pricing analysis, including market research, competitive benchmarking, and client segmentation, to inform pricing decisions
  • Lead deal review meetings to evaluate the financial and operational impact of proposed deals
  • Partner with sales leadership, finance, legal, product and operations to ensure alignment on deal terms and escalate non-standard requests as needed
  • Improve deal desk processes by constantly evaluating and refining workflows for efficiency and seek automation opportunities
  • Work closely with sales, finance, legal, product management, and other teams to drive alignment on pricing and deal strategy
  • Serve as a trusted advisor to sales leadership, providing insights and recommendations to support decision-making
  • Establish key performance indicators (KPIs) to track the effectiveness of deal desk operations and pricing strategies
  • Provide key metrics & analysis to finance & sales leadership
  • Develop training materials and guide sales teams on pricing policies, deal approval processes, and negotiation best practices


  • 5 plus years of deal desk experience or experience in a finance, sales operations, or revenue operations function in an Enterprise SaaS/B2B space; startup experience is a plus
  • Bachelor's degree in Business Administration, Finance, Economics, or related field; MBA or advanced degree preferred.
  • Demonstrated experience in deal structuring and pricing strategy
  • Strong analytical skills with the ability to interpret complex financial data and trends.
  • Excellent communication and interpersonal skills, with the ability to collaborate effectively across functional teams in a fast-paced environment
  • Proficiency in Microsoft Excel and Salesforce or other CRM system
  • Experience with sales compensation software tools a plus; Xactly, Varicent, Everstage, CaptivateIQ, Spiff, etc.
Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Ontic we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role, we encourage you to apply anyway. You may be just the right candidate for this or other roles.
Ontic prioritizes the full inclusion of qualified individuals, providing necessary accommodations for those with disabilities to perform essential job functions. If you need assistance during the application or interview process or job tasks, please contact us at or call (512) 572-7400
Ontic Benefits & Perks
Competitive Salary
Medical, Vision & Dental Benefits
Stock Options
HSA Contribution
Learning Stipend
Flexible PTO Policy
Quarterly company ME (mental escape) days
Generous Parental Leave policy
Home Office Stipend
Mobile Phone Reimbursement
Home Internet Reimbursement for Remote Employees
Anniversary & Milestone Celebrations
Ontic is an equal-opportunity employer. We are committed to a work environment that celebrates diversity. We do not discriminate against any individual based on race, color, sex, national origin, age, religion, marital status, sexual orientation, gender identity, gender expression, military or veteran status, disability, or any factors protected by applicable law.
All Ontic employees are expected to understand and adhere to all Ontic Security and Privacy related policies in order to protect Ontic data and our clients data.