Deal Strategy & Operations Manager

Cresta is seeking a Deal Strategy & Operations Manager to serve as a senior individual contributor and strategic partner on its Commercial Strategy & Operations team. This role owns the strategy and execution of Cresta's most complex, non-standard enterprise deals, acting as the quarterback from quote to close.

About the Role:

The successful candidate will report to Lauren Jungers, Sr. Director of Commercial Strategy & Operations, and work closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta's long-term business interests.

Responsibilities:

• Deal Strategy & Execution:
• Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions.
• Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience.
• Own approval workflows and act as escalation owner from first quote through final signature.
• Translate deal data, discount trends, and outcomes into actionable insights.
• Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy.
• Ensure deal structures align with revenue recognition principles and company financial goals.

• Process & Systems Modernization:
• Drive end-to-end improvements across the quote-to-cash lifecycle.
• Define business requirements and partner with systems teams on Subskribe, CLM, and Salesforce enhancements.
• Lead UAT and rollout of new deal processes and tooling.
• Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives.
• Standardize and document workflows to enable speed and scale.

• Enablement & Advisory:
• Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy.
• Contribute to and maintain a self-service Deal Strategy Playbook.

Requirements:

• 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations.
• Proven ownership of complex enterprise SaaS deals from quote to cash.
• Hands-on experience administering or optimizing CPQ tools (Subskribe preferred).
• Strong Salesforce fluency across quoting, approvals, and deal reporting.
• Solid understanding of enterprise SaaS contracting concepts (order forms, MSA, DPA, SOW).
• Exceptional communication skills with high emotional intelligence; able to influence without authority.
• Comfortable navigating ambiguity and making judgment calls in fast-paced environments.

Nice to Have:

• Salesforce Admin experience or certification.
• Legal, contract management, or pricing strategy background.
• Prior sales or customer-facing experience.

Why Cresta:

• Unicorn with backing from Andreessen Horowitz, Sequoia Capital, and Greylock.
• Strong enterprise traction with 20%+ of customers over $1M ARR.
• 2x+ year-over-year growth and record-breaking quarters.
• Opportunity to operate at the center of commercial strategy and enterprise execution.
• Competitive compensation, equity, and comprehensive benefits.

Perks & Benefits:

• Medical, dental, and vision plans.
• Paid parental leave.
• Monthly Health & Wellness allowance.
• Work from home office stipend.
• Lunch reimbursement for in-office employees.
• Flexible PTO.

Compensation:

• Salary Range: $140,000–$175,000 base + Offers Equity