About Grafana Labs:

There are more than 700,000 active installations of Grafana around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a SpaceX launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps companies including Bloomberg, JPMorgan Chase, and eBay manage their observability strategies with full-stack offerings that can be run fully managed with Grafana Cloud, or self-managed with Grafana Enterprise Stack. The Grafana stack has grown to include two other open-source projects, Grafana Loki (for logs) and Grafana Tempo (for traces)

The Senior Deal Manager is the subject matter expert crossed trained and highly skilled in legal, revenue, deal management and Quote to Cash disciplines. The SDM engages with Sales as a single point of contact to support highly negotiated, high risk, unusual, or strategic ELA business arrangements from inception of a sales opportunity to booking. They will advise, coach, and train Sales Reps on a day-to-day basis to efficiently work within Quote to Cash process, policies and guidelines. The successful SDM will possess extensive deal structuring, revenue recognition, and commercial contract experience necessary to act as "Deal Champion/Facilitator" when working with the Sales team. This role will work closely with internal stakeholders to ensure we are quickly addressing field requests and our customer needs. The SDM is expected to own and manage the deal process from end to end and help drive efficiency and improvements in the deal making process.

Key Responsibilities

Serve as the trusted advisor and go-to resources to the Sales teams?for solving complex problems across the Opportunity to Cash?processes
Serve as an expert?in advanced Deal Process activities, which impact?quota setting, bookings?attainment, and complex deal structuring?
Educate Sales teams on changes in processes, policies, and best practices to improve?performance and release Sales capacity to core Sales activities???
Assist with projects with?cross-functional?teams in support of Sales, in the rollout of new products and policies, and in the improvement of our? O2C processes?
Ensure Sales teams are operating within the deal guidelines, directly partnering?with cross-functional teams to ensure compliance with policies
Responsible for ensuring that Sales and contract data is accurate in CRM and other systems, partnering with?cross-functional teams?to reconcile downstream processes and Reporting?
Identify, scope, and deliver process and systems changes that improve operations for the Sales organization?Work in?a?dynamic environment and adapt to new business processes in a fast paced environment
Ability to travel to regional offices to meet directly with Sales teams and cross-functional leaders?
Serves as a?coach and?mentor to other team members, assisting with?onboarding,?day-to-day training, coaching, and collaborating to solve business problems
Understand end-to-end processes across OTC and serve as an expert on the roles and responsibilities of cross-functional support teams, resulting in accelerated resolution of issues
Take ownership and program manage issue resolution across all back-office teams, performing initial triage of issue identified by Sales and managing issue until it is fully resolved
Assess recurring issues to identify opportunities for improving the overall OTC process and make recommendations on process and system changes
Engage directly with clients as necessary through both written and verbal communications, helping to resolve OTC issues directly
Manage escalations of all OTC issues from Sales and clients
Demonstrate the ability to go "above and beyond" in the support of our Sales teams and clients

Requirements

5-7+ years of operations experience with technology companies in functions such as deal desk, finance, revenue, or contracts management.
Able to work in ambiguous environments under tight and unpredictable timelines
Understanding of GAAP accounting standards with a strong knowledge base on ASC 605 and ASC 606.
Experience with SFDC Quote to Cash CPQ Tool
Has developed and maintained standard deal operations processes, approval matrixes and order terms.
Experience working Remote and interacting effectively with remote teams
Strong structured problem-solving skills along with ability to demonstrate practical judgment in complex situations
Able to work with a high degree of autonomy
Willing to work in a highly demanding and results-oriented team environment
Occasional travel

What you'll bring to the role

Meticulous in your attention to detail and take pride in ensuring that your work is accurate and thoughtful in nature.
Excellent communication skills in knowing how develop partnership to effectively convey the needs of the sales team and customer to the appropriate stakeholder
Highly organized in the ability to juggle many competing priorities and strive to support each with equal attention to detail and quick turn-around.
Strong sense of ownership and accountability
Kindness and consideration in your approach when interacting with peers, partners and customers.
Self-starter who thrives in ambiguity and are not afraid to roll up your sleeves to dive into business challenges and create solutions to problems
Innovation to challenge the status quo to provide new ideas to improve deal structure and processes.
Ability to think critically in a structured fashion and translate leadership discussions into an analytical decision-making framework

Equal Opportunity Employer- At Grafana Labs we're building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees.

We will recruit, train, compensate and promote regardless of race, religion, colour, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organisation and we're working hard to make sure that's the foundation of our organisation as we grow.

Summary
Company name: Grafana Labs
Remote job title: Senior Deal Manager
Job tags: Salesforce, CPQ, ASC 605