Cribl
Staff Deal Desk Analyst
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Staff Deal Desk Analyst
At Cribl, we partner with IT and Security teams at many of the world’s biggest enterprises, including half of the Fortune 100, to bridge the gap between AI ambition and infrastructure reality. We’re building the telemetry infrastructure for the AI era, providing infrastructure choice, control, and flexibility to manage and analyze telemetry for both humans and agents so customers can build what’s next.
We’re one of the fastest-growing private companies and a leading player in a groundbreaking market. We’re remote-first with a global workforce, rooted in the belief that software is a people business. At Cribl, curious, collaborative individuals can thrive, grow quickly, and bring their full selves to the team.
About the Role
The Staff Deal Desk Analyst will serve as a strategic advisor to Sales and the broader business, specialising in deal strategy, with a focus on pricing, discounting, compliance, and ensuring adherence to our bookings and revenue framework. This pivotal role confirms and validates deals promptly and escalates issues as needed. This position reports to the Director, Deal Desk.
Responsibilities
Deal Strategy & Compliance
- Collaborate cross-functionally to uphold an elite deal workflow, respecting the needs of our partners, customers, and handling the intricacies of the business.
- Guide deal structures and strategy for the Sales team, offering insights and recommendations to improve efficiency based on field observations.
- Report to the Director, Deal Desk to oversee enhancements in deal frameworks.
Deal Workflow & Handoffs
- Manage deal flow processes and ensure seamless transitions to Finance, Legal, and Product teams.
- Act as the primary point of contact and subject matter expert for Sales, offering pricing and licensing expertise to support global sales teams in deal structuring and quoting.
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Data Integrity
- Guarantee quality data management across closed opportunities, order forms, quotes, contracts, and subscriptions in Sales tools and systems.
- Oversee contract data flow from quoting through to cash collection and reporting, ensuring accurate documentation.
Collaboration & Strategic Influence
- Aid Go-To-Market teams in implementing best practice deal management and contract structuring.
- Monitor deals throughout the sales cycle, adherence to approval processes, and close collaboration with Sales, Field Operations, and Finance.
Flexibility
- Given our global/remote-first workforce, occasional tasks may demand operating outside conventional working hours.
Requirements & Qualities
Essential Skills & Experience
- Extensive background in deal desk, order management, sales enablement, or comparable roles within deals/sales operations.
- Strong analytical skills, deep numerical proficiency with a strong mathematical background to ensure accurate Annual Recurring Revenue (ARR) calculations.
- Excellent performer in team environments, adept at building consensus among diverse stakeholders and meeting deadlines.
- Expertise in analyzing and modeling complex pricing negotiations, offering tailored recommendations for challenging situations.
- Ability to manage new customer opportunities requiring multiple contracts, including order forms, Statements of Work (SSA), and Statements of Objectives (SOWs).
- Well-organised, with strong multi-tasking, execution and prioritization skills while managing competing priorities.
- Exceptional communication skills, capable of managing influential internal teams and partners with a proactive drive for continuous improvement.
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Technical Proficiencies
- Familiarity with Revenue Management and Sales Forecasting systems (e.g., Gong), CRM (Salesforce), Configure, Price, Quote (CPQ tools) such as Salesforce-CPQ / Salesforce-Integration-CPQ and DealHub is a major plus.
Additional Traits
- Excitement for taking ownership, rolling up sleeves, and contributing effortlessly across various aspects of Cribl operations.
- A lean team culture, where everyone contributes to everything.
Bonus Points for
- Familiarity with the product development lifecycle in enterprise tech companies.
- Strong commitment to diversity, equity, and inclusion.
#LI-GV1 | #LI-Remote
About Cribl
We believe diversity drives innovation, results in better decision-making for our customers, and fosters change for the better. We seek a culture where differences are celebrated, and together we inspire each other to excel. We are committed to equal opportunity employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, or any other legally protected characteristic.
Ready to help build our company’s future? Find out more about our smart, funny, passionate team at cribl.io/about-us.
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