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Senior Manager, Deal Strategy Operations (US-Remote)

Full Time

Website Confluent

Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? That’s the power of data in motion in action—giving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, we’re building the foundational platform for this new paradigm of data infrastructure. Our cloud-native offering is designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, organizations can create a central nervous system to innovate and win in a digital-first world.
We’re looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluent’s enormous potential. Chart your own path and take healthy risks as we solve big problems together. We value having diverse teams and want you to grow as we grow—whether you’re just starting out in your career or managing a large team, you’ll be amazed at the magnitude of your impact.
Confluent is growing at an incredible rate with a huge amount of growth in our sales organization. We are looking for a Senior Manager to exist as a leader supporting the global strategy for our Deal Exceptions Process and our Marketplace Deal Strategy within the Global Deal Strategy, Comp, and Monetization Team. This role will partner cross-functionally with Sales, Product Marketing, Product Management, Engineering Finance, and Legal, focused operationally to create and operationalize customized deal structures for strategic and marketplace customers. For this role, we are looking for someone that can easily wear different hats and work collaboratively with multiple teams, cultures, and time zones. This role will report to the Director of Deal Strategy Operations. 


  • Develop and manage strategic deal exceptions process and ensure alignment across internal stakeholders including Product Management, Product Marketing, Finance, Legal, Program Management, and Sales Leadership
  • Support the Director of Deal Strategy Operations in the management and ownership of all Marketplace Platform (Azure, AWS, GCP) deal processes 
  • Support the Deal Strategy and Monetization team in project participation for efforts to improve efficiency for deal pricing with profitability in mind and 
  • Specialize in addressing edge case / “snowflake” deals that fall outside of current processes including Multi-Cloud, Cloud Native, non-standard deal structures
  • Guide deal support teams in creative operational deal shaping including strategy, structure, and pricing solutions 
  • Advise product management and product marketing on operational aspects of go-to-market initiatives 
  • Drive strategic go-to-market processes and develop key assets and metrics related to those processes
  • Own operational aspect of strategic pricing initiatives including Deal Exceptions Approval Program
  • Coach and mentor direct report(s) in strategic and big picture thinking
  • Develop winning programs, strategies, and sales tools that will scale as Confluent grows and expand its portfolio

Required Skills and Experience

  • Bachelor’s degree in Business or equivalent
  • 8+ years experience in Deal Desk, Sales Ops, Order-to-Cash contracts, and/or pricing functions
  • Experience with Cloud Service Providers a plus
  • People management experience a plus 
  • Strong abstract thinker able to apply complex concepts across a variety of situationsExperience advising SaaS, On-Prem, and Professional Services Sales teams
  • Experience with Marketplace models at Azure, AWS, and/or GCP
  • Experience creating solid cross-functional partnerships across Product, Product Marketing, Revenue, Legal, Business Systems/IT, and other Sales Ops teams
  • Experience drafting commercial terms and partnering with Legal teams in that capacity
  • Working knowledge of ASC 606 and the ability to explain concerns concisely to Sales
  • Proven project management experience; successfully leading and completing projects
  • Experience working with remote sales and business partner teams
  • Strong oral and written communication skills with the ability to synthesize and effectively communicate information across teams, roles, and levels
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