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Deal Desk Manager



United States
Posted on Sunday, July 7, 2024

About Forma

The market for employee benefits is broken. Companies spend millions annually on employee benefits that employees neither value nor regularly use. Founded in 2017, Forma set out to build a better model by challenging traditional one-size-fits-all approaches.

Forma’s flexible benefits software helps companies offer competitive benefits packages while reducing costs and inefficiencies, by giving employees more choice and flexibility in how they spend their benefit allowances. The platform also saves HR professionals countless hours managing and supporting various point solutions.

Using Forma, companies can select from a suite of products that include Lifestyle Spending Accounts, Health Spending Accounts, Health Reimbursement Arrangements, Flexible Spending Accounts, and more to design and deliver customized benefits programs — all through a single platform. Employees then have three choices to spend account funds: The Forma Store with discounted products and services, The Forma Visa Card, or claim reimbursement backed by Forma’s world-class member support team.

Forma has helped hundreds of the world’s most admired companies, including Stripe, Zoom, Lululemon, and Affirm, design and support flexible, inclusive benefits programs for nearly a million employees. And, we are seeing great success with 98% customer retention, 75 NPS, and 98 CSAT ratings from members.

Forma is backed by Emergence Capital and Ribbit Capital and has received numerous awards for its exponential growth, its software innovation, and as a “Great Place to Work.”

About the Role

Deal Desk manages Quote-to-Cash (Q2C) and facilitates the complex deal structures and requests that our clients demand. We drive scale within the Sales and Client Success teams and allow reps to focus on selling — while we create efficiencies, increase profitability, and enforce stronger controls.

As a Deal Desk Manager, you will enable cross-functional deal execution, optimize revenue growth, mitigate risk and drive a world-class deal desk. You will work closely with reps and leadership across the organization (Sales, Customer Success, Marketing, Legal, Finance) and directly interface with account executives and customers to drive commercial outcomes. We are looking for a leader with uncanny attention to detail and an eagerness to collaborate broadly.

You will operate as an expert in our products, pricing, processes and systems. You will advise, coach, and train Sales and CS reps daily to drive efficiency and rigor in our commercial processes. You will also drive initiatives to improve our commercial processes and outcomes. You will report directly to our Head of Revenue Operations, join a high-powered Revenue Operations & Enablement team, and operate as a strategic advisor to the Sales and CS team.

You will

  • Own and evolve our Quote-to-Cash and deal approval processes

    • Run the day-to-day operations of our deal desk across ensuring robust client quotes, order forms, contracting and issue resolution

    • Support the contract review and negotiation process, including for complex deals

    • Partner on launching and enabling new products, packages and price books in collaboration with Product Marketing, Finance

    • Refine and evolve our deal approval and product quote processes — including assessing current processes, identifying underlying issues and driving improvements

  • Serve as the trusted advisor and go-to resource for our GtM teams for our commercial processes

    • Partner with GTM leadership and enablement to limit rep time spent on non-selling activities — educating CS and Sales teams on process requirements and changes

    • Ensure Sales and CS teams are operating within our rules of engagement and setting appropriate expectations with clients

    • Be the expert on our end-to-end quote to cash processes, helping inform the overall organization and identifying potential issues upstream

    • Engage directly with clients as necessary to accelerate deals

  • Be the vanguard for accurate and reliable commercials that underpin our client relationships and revenue reporting

    • Lead ongoing and month-end closing audit and quality activities

    • Ensure all order form and contract data is accurate across CRM and other systems, including partnering with cross-functional teams to reconcile downstream processes

    • Ensure SLAs on deal requests from Sales are being met or exceeded and avoid being a blocker in the Sales cycle

  • Create strategic impact by leading projects and exposing insights

    • Lead projects to evolve our commercial infrastructure — whether it be unifying our reporting, evaluating new solutions like a CLM or rebooting our cross-functional deal approval & exceptions process

    • Analyze and publish deal and pricing intelligence to evolve our commercial strategy

Preferred Skills

  • The ideal candidate has a strong background in Deal Desk and/or Revenue Operations at an enterprise SaaS company

  • 4+ years of relevant professional experience in deal desk, commercial processes, contract or order form management

  • Experience with Salesforce and spreadsheet analysis a must; experience with CLMs (Ironclad, Docusign CLM, etc.), CPQ (Nue), and Netsuite is a plus

  • Have a bias to action, an ownership mentality, and ability to triage in a fast-moving environment

  • Espouse a standard of excellence (i.e. your work is known for high rigor, attention to detail, and lasting impact, and you help to improve results in organizations during periods of high growth and change)

  • Pillar of ruthless prioritization and time management with ability to balance triaging day-to-day issues with strategic priorities

  • Empathetic toward reps and are invested in their success and possess an understanding of the pain points experienced by reps at each stage of the sales cycle

  • First class problem-solver who can quickly translate ambiguity into insight and actionable recommendations

  • Excellent collaborator and humble expert

Benefits and Perks

  • Remote-first working environment

  • Medical, dental and vision insurance plans

  • Employee wellness program

  • One-time home office stipend

  • 401(k) savings plan

  • Flexible PTO policy

  • 12 weeks Parental Leave + 4 additional weeks for the Birthing Parent

Our cash compensation for this 100% remote role is targeted at $98,000 - $125,000. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

At Forma, we value diversity, and always treat all employees and job applicants based on merit, qualifications, competence, and talent. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.