Deal Desk and Sales Operations Manager

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Overview Nebius is a leading company in cloud infrastructure designed for the global AI economy. The firm is constructing a comprehensive AI cloud platform aimed at supporting both developers and enterprises. They focus on everything from data and model training to production deployment, striving to eliminate the complexities and costs that typically accompany large in-house AI/ML infrastructure setups. The company's approach is engineered by industry experts to solve significant challenges in compute, storage, networking, and applied AI. About the Company Nebius is publicly traded on the Nasdaq under the ticker NBIS and is based in Amsterdam. It has a broad global presence with research and development hubs scattered throughout Europe, North America, and Israel. The company consists of a multidisciplinary team of over 1,500 engineers, all possessing extensive knowledge across hardware, software, and AI R&D. Role Overview Tavily, a part of Nebius, is searching for a Deal Desk and Sales Operations Manager to play a pivotal role in the collaboration between Sales, Finance, and Legal as they ramp up their enterprise go-to-market strategy. This position is essential for structuring and finalizing complex deals and overseeing the systems, data, and processes vital to maintaining efficient revenue generation. As an early RevOps hire in the company, the successful candidate will have the unique opportunity to build the operational foundation from the ground up. Responsibilities The responsibilities of the Deal Desk and Sales Operations Manager include but are not limited to the following: Quote-to-Cash: Complete ownership of the entire deal lifecycle. This involves all steps from creating quotes and approving pricing to executing order forms and booking, ensuring precision, compliance, and expediency in Tavily's enterprise motions. Deal Structuring & Commercial Guidance: Collaborate directly with Account Executives (AEs) to shape intricate deals, providing advice concerning pricing, preferred discount thresholds, and payment terms, while balancing customer needs with Tavily's revenue objectives. Sales Process & Tooling: Manage the daily operations and enhancements of the go-to-market (GTM) tech stack including HubSpot CRM, the transition to Salesforce (SFDC), and the deployment of a Configure-Price-Quote (CPQ) tool. Cross-Functional Liaison: Act as a bridge between Sales, Legal, and Finance departments, ensuring rapid resolutions for non-standard terms and escalated issues without hindering deal progression. Process Improvement: Identify challenges throughout the sales cycle and proactively implement enhancements, such as developing approval workflows, standardizing order forms, enhancing representative onboarding, or documenting pricing policies. Required Skills The ideal candidate for this role should possess the following skills and attributes: Deal Desk or RevOps Experience: A minimum of 4-6 years of experience in Deal Desk, Sales Operations, or Revenue Operations roles, ideally within a SaaS or rapidly growing tech company. Commercial Acumen: A robust understanding of SaaS pricing models, subscription contracts, and revenue recognition fundamentals, particularly ASC 606/US GAAP. Systems Fluency: Familiarity with contract management tools and e-signature solutions (e.g., DocuSign, IronClad) while demonstrating a successful track record of optimizing these systems. Bonus Skills While not mandatory, the following qualifications are advantageous: Usage-Based Billing Experience: Understanding of API and consumption-based pricing structures and the associated deal frameworks. Early-Stage Exposure: Experience building or contributing to a deal desk or sales operations function in a Series A/B company, particularly where established protocols were yet to be developed. Employee Benefits Nebius provides competitive employee benefits in the US, which include: Comprehensive health insurance with 100% company-paid medical, dental, and vision coverage for employees and their families. A 401(k) plan with immediate vesting and up to a 4% company match. Generous parental leave of 20 weeks for primary caregivers and 12 weeks for secondary caregivers. Up to $85 per month reimbursement for remote work-related expenses. Company-paid disability and life insurance coverage. Salary Information The salary for the Deal Desk and Sales Operations Manager role ranges from $107,100 to $133,800 USD. Actual compensation will be determined based on job-related factors including experience and skills, and is compliant with local legal structures. Company Culture Working at Nebius promises a fast-paced environment that thrives on bold thinking and constant growth. The culture focuses on meaningful impact, trust, and real ownership, offering the chance to significantly shape the future of AI. Nebius also vouches for an inclusive workplace, celebrating diversity across various demographics. Equal Opportunity Statement Nebius is committed to providing equal employment opportunities and fostering an inclusive environment. They prohibit discrimination against any applicants based on myriad protected characteristics. Moreover, applicants must have authorization to work in their applying country. In summary, this is a fantastic opportunity for a motivated individual to join a company poised for significant growth in the AI sector. With an attractive salary, competitive benefits, and a dynamic work environment, the Deal Desk and Sales Operations Manager position is ideal for someone looking to advance their career while contributing to an innovative company.