Description
Samsara's Deal Desk team partners closely with the Sales organisation to drive market wins and achieve revenue targets. As the Deal Desk Analyst supporting EMEA Mid-Market, you'll drive commercial outcomes for the region, applying deal economics and policy judgment to help Sales structure terms that win deals and protect Samsara's revenue.
You'll work closely with Sales, Legal, and Finance leadership across the region, and you'll be the person Sales calls when a deal needs a fast, well-reasoned answer.
Responsibilities:
- Own deal economics for the EMEA Mid-Market portfolio and know when a deal sits within your approval authority versus when it needs to escalate
- Sign off on certain non-standard terms within your own financial parameters, backed by your own authority rather than a case-by-case Legal review
- Manage the EMEA Mid-Market deal desk end-to-end , hold Sales to policy on discount and payment terms, help shape the SLAs and triage rules that keep a high-volume pipeline moving using AI tools to drive efficiency
- Partner with Sales to solve for non-standard requests , while maintaining a partnership mindset
- Protect quarter-end metrics anchoring deals on annual terms early and applying your team's escalation framework consistently
- Own final approval for your segment, and coach Sales on the thresholds so they flag you before a deal needs you
- Partner with Legal, Sales and Customers directly when a deal needs Deal Desk's voice in the room
- Collaborate with Sales Enablement to keep Sales current on policies and thresholds , 1:1s, group sessions, refreshers, and onboarding for new starters
- Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices
Requirements:
- Experience in a comparable role within Deal Desk
- Demonstrated ability to evaluate deal economics against company policy
- Advanced proficiency in Excel/Google Sheets (formulas, modelling) and experience with CRM systems (i.e., Salesforce) and quoting tools
- Proven experience owning a large, high-volume book independently with minimal oversight, and knowing when a deal needs to be escalated
- Experience operating in a high-volume queue with frequent, direct pushback from Sales, while maintaining a partnership mindset
- Proficient with AI tools (e.g., internal deal-desk AI assistants, CRM copilots) for research, drafting, and speedy deal reviews
- Strong communication skills, resilience, and a problem-solving mindset , comfortable being the voice of finance on a live Sales or customer call, and steady under a high volume of pushback