Deal Desk Manager

We’re reinventing payments. In less than four years, Dojo disrupted the market to become the largest and most loved acquirer in the UK. Our payments infrastructure, purpose-built for in-person commerce, is game changing. Now, over 150,000 customers across four countries choose to transact billions with us every year. But we’re just getting started. Our people are the driving force behind our success. They are our greatest investment and our ultimate competitive advantage. We hire exceptional people and give them the autonomy, trust, and ownership to thrive. The results take care of themselves. The Role The Deal Desk Manager will play a pivotal role in driving Dojo's growth by leading and scaling the deal desk capability within the revenue team. The deal desk function will be responsible for optimizing deal structures, pricing, and approvals to accelerate revenue generation while ensuring alignment with Dojo's business goals. Collaborating closely with Sales, Account Management, Legal, Product/Tech and Revenue Operations teams, you will be a driving force in designing scalable processes and ensuring revenue effectiveness across our payments business. Your passion for data-driven decision-making will guide you in providing valuable insights and implementing best practices in deal management and revenue operations. What you'll do... Analyse customer-level profitability to inform pricing strategies and deal decisions. Assess current pricing models and evaluate their impact on revenue generation. Understand customer context—including sentiment, pain points, product needs, history, and partners—to tailor pricing recommendations. Build customized pricing proposals that support revenue growth, retention, and long-term value. Develop discounting strategies and negotiation levers to support sales reps and account managers in closing deals. Train and upskill the sales and account management teams on effective contract structuring, pricing proposal development and negotiation, in partnership with the revenue enablement team Interpret rate structures and fees, and adapt them based on customer profiles and deal dynamics. Ensure pricing and commercial terms are accurately reflected in contracts, working closely with Legal. Build and maintain pricing models and tools to support scalable, self-serve deal creation. Build automated contract proposal and approval processes in Salesforce, in collaboration with the Enterprise Technology team. Partner with sales reps and account managers to proactively plan proposals that drive revenue, secure long-term commitments, and reduce churn risk. Collaborate with Legal, Product and Risk/Compliance teams to draft customer-specific agreements that align with deal terms and business goals. Identify and escalate deals with low profitability or strategic complexity for additional review. Manage deal coordination across key stakeholders—including Sales, Legal, Leadership, and the customer—to ensure smooth and timely execution. Establish and manage deal registration processes to minimise channel conflict. What you'll bring... Proven experience in Deal Desk, Sales Operations, Revenue Operations, Finance, or a related role within a fast-paced, high-growth technology company (payments preferred). Extensive experience within the payments or acquiring industry, with direct experience with pricing strategy and deal structuring for financial products, specifically corporate cards, payments, or banking services. Proven track record of managing and closing complex, enterprise-level deals. Deep understanding of sales processes, contract terms, and revenue recognition principles. Strong analytical skills with the ability to interpret data, build financial models, and draw actionable conclusions. Strong proficiency with Salesforce and automating contract approval flows A commercially-minded individual who can balance customer impact with company profitability. Excellent communication skills, with the ability to explain complex pricing concepts to both technical and non-technical audiences. Bachelor's degree in Business, Finance, Economics, or a related field . Dojo home and away We believe our best work happens when we collaborate in-person. These “together days” foster communication, drive innovation and spark our brightest ideas. That's why we have an office-first culture. This means working from the office 4+ days per week. With offices across Europe, we know a thing or two about staying dynamic. Need deep focus? Head to a quiet zone. Big ideas? Collaboration spaces have you covered. Just here for a catch-up? Our social hubs make it easy. Do work that counts, in spaces made for you. Question: what’s curious, relentless, and customer obsessed? If you’re keen to know the answer, you’re a third of the way to meeting our Dojo values. If the following speak to you, let’s talk: You’re curious. You have a real desire to learn and create. You’re relentless. You keep going even when it’s easier not to. You’re customer-obsessed. You know how important customers are to what you do. Diversity, equity, and inclusion at Dojo From local bakeries to well-known eateries, Dojo payments serve over 150,000 places across the UK. And something that’s fundamental to creating relevant, innovative products at Dojo is to build teams to reflect the diversity of the businesses we serve. Our drive to improve diversity, equity, and inclusion is closely linked to helping employees thrive and innovating for better customer experiences. If you care about your work, you’re curious, and you think customer-first, you have a place at Dojo. To make sure you’re the best you can be throughout the recruitment process, let us know if you need any extra adjustments to help you thrive. Visit dojo.careers to find out more about our benefits and what it’s like to work at Dojo, or check out our LinkedIn and Instagram pages. #LI-Hybrid