Senior Deal Operations Specialist (East and Central Coast Preferred)

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!The Senior Deal Operations Specialist is a crucial part of a high-performing team responsible for enabling efficient, accurate, and strategic deal execution across the sales organization. This role's main focus is Deal Desk Operations (driving deal strategy, pricing approvals, and contract redlines). During Month & Quarter end this role will support the Ready-to-Close process and provide quoting support)This team member ensures operational excellence while partnering cross-functionally with Sales, Finance, Legal, RevOps, and Marketplace teams to accelerate revenue and mitigate risk.ResponsibilitiesOperational Team LeadHelp lead & coach the team on Deal Operations, Deal Desk functions, and best practices.Drive a culture of accountability, continuous improvement, and customer-centric support.Monitor team workload and capacity, ensuring balanced distribution of cases and identifying opportunities to optimize workflows and eliminate bottlenecks.Collaborate with cross-functional stakeholders (Sales, Legal, Finance, Product) to resolve systemic issues and improve handoffs between teams.Lead initiatives to automate repetitive tasks and implement tools that enhance team productivity and reduce manual work.Monitor deal cycle times, approval turnaround, and booking accuracy.Order Operations OversightEnsure accurate and timely quoting support for Sales, including complex pricing structures.Maintain data integrity within CRM and quoting systems.Identify and eliminate process bottlenecks to improve deal velocity.During Month & Quarter end help with the Ready-to-Close (RTC) process to ensure deal accuracy, completeness, and policy compliance prior to booking.Sr Deal Desk FunctionsPartner with Sales on deal structuring and strategy to optimize revenue, margin, and customer outcomes.Review and approve pricing exceptions, non-standard terms, and discount structures in alignment with company policies.Lead commercial risk assessment and escalation for complex or strategic deals.Collaborate with Legal on contract redlines and negotiations to balance risk mitigation with deal acceleration.Ensure pricing governance and approval workflows are consistently followed.Qualifications7+ years of experience in Deal Desk & Revenue Operations.Strong understanding of SaaS pricing models, contract structures, and revenue recognition principles.Experience supporting cloud marketplace transactions (e.g., AWS, Azure, GCP) preferred.Demonstrated ability to influence senior sales leadership and cross-functional stakeholders.Strong analytical skills and experience working with CRM and CPQ systems.Excellent communication, negotiation, and problem-solving skills.Contract and legal acumen including understanding of commercial contract structures (MSAs, Order Forms, amendments), ability to interpret and negotiate standard termsCommercial judgment to balance customer requests against company policy and profitability, discern when to escalate vs resolve independently, and assess risk for non-standard deal termsSalesforce and CPQ proficiency including expert-level navigation, configuration, quoting, pricing logic, troubleshooting, and report buildingNegotiation and influence skills to push back professionally on unreasonable requests and influence sales, legal, and finance stakeholders toward optimal solutionsRevenue operations and finance knowledge including revenue recognition principles, quote-to-cash processes, pricing and licensing models, and deal structuring for clean bookingsCommunication skills with clear written communication, ability to explain complex concepts simply, professional tone in difficult conversations, and active listeningProblem-solving and critical thinking with analytical mindset to diagnose issues, creative solutions within constraints, and ability to work through ambiguityAttention to detail through meticulous contract and quote review, ability to spot inconsistencies, and quality control to prevent downstream issuesStakeholder management including managing expectations across functions, building credibility and trust, and navigating organizational dynamics with partnership mindsetOwnership and accountability by taking responsibility for outcomes, following through without reminders, proactively identifying issues, and maintaining bias toward actionWhat to ExpectFirst 30 DaysGoal: Build context, establish credibility, and support executionKey Accomplishments:Develop deep understanding of:Deal Desk workflows, approval matrices, and pricing policiesCRM/CPQ systems, quoting processes, and contract structuresRevenue recognition principles and quote-to-cash lifecycleShadow and begin supporting:Deal reviews, pricing approvals, and contract redlinesMonth/quarter-end Ready-to-Close (RTC) processesBuild cross-functional relationships with:Sales, Finance, Legal, RevOps, Marketplace teamsStart contributing to:Basic deal structuring and quoting supportIdentifying early inefficiencies or friction pointsDemonstrate:Strong attention to detail in quote/contract reviewResponsiveness and reliability in deal support60–90 DaysGoal: Operate independently and begin driving improvementsKey Accomplishments:Independently manage:Complex deal reviews, pricing exceptions, and approvalsContract redlines in partnership with LegalAct as a trusted advisor to Sales on:Deal structuring and pricing strategyDiscounting and non-standard termsLead or co-lead:Commercial risk assessments for strategic dealsEscalations with clear recommendationsImprove operational efficiency by:Identifying bottlenecks in deal cycles and RTC processProposing process improvements or quick winsSupport team effectiveness:Help balance workload and mentor junior team membersReinforce best practices and policy adherenceBegin tracking and analyzing:Deal cycle times, approval SLAs, and booking accuracy6–12 MonthsGoal: Drive scalable impact, lead initiatives, and influence strategyKey Accomplishments:Become a go-to expert in:Deal strategy, pricing governance, and contract negotiationsSaaS and marketplace deal structures (AWS, Azure, GCP if applicable)Lead major initiatives:Automation of repetitive Deal Desk workflowsEnhancements to CPQ/CRM processes and toolsImprovements to RTC process and forecasting accuracyDrive measurable improvements in:Deal velocity (reduced cycle times)Approval turnaround timesBooking accuracy and complianceInfluence cross-functional strategy by:Partnering with Sales leadership on pricing frameworksCollaborating with Finance on margin optimizationWorking with Legal to streamline contract standardsEstablish scalable best practices:Standardize deal review processes and playbooksImprove pricing governance and approval consistencyMentor and coach:Coach team members on deal structuring and negotiationHelp shape team culture around accountability and excellenceDocker does not offer visa sponsorship for this role.We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.Please see the independent bias audit report covering our use of Covey here.PerksFreedom & flexibility; fit your work around your lifeDesignated quarterly Whaleness Days plus end of year Whaleness breakHome office setup; we want you comfortable while you work16 weeks of paid Parental leaveTechnology stipend equivalent to $100 net/monthPTO plan that encourages you to take time to do the things you enjoyTraining stipend for conferences, courses and classesEquity; we are a growing start-up and want all employees to have a share in the success of the companyDocker SwagMedical benefits, retirement and holidays vary by countryRemote-first culture, with offices in Seattle and ParisDocker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.#LI-REMOTE

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