Senior Manager, Global Deal Desk
Rubrik · Remote · United States · 22d ago
Senior Manager, Global Deal Desk - AMER
Location: AMER
We are seeking a Senior Manager, Global Deal Desk to oversee the management of non-standard deals across our AMERICAS region. The ideal candidate will drive deal design oversight/support to achieve Rubrik’s growth & GTM targets while also ensuring process efficiency, quality assurance, and operational + commercial compliance. This role requires a consultative business partner who can align with both sales and x-functional stakeholders to deliver optimal deal structure(s) and pricing responses for our customers.
As a global team member, this role will act as AMER escalation point on deal exceptions, addressing global GTM structuring issues and upleveling our team by promoting best practices and deepening business insight. This person will be a key regional steward, serving as a trusted advisor to Sales while leveraging scalable processes and tools to efficiently support our growing book of business. They will promote a service-oriented support model in finding the best commercial solutions while also ensuring compliance, preservation of Rubrik’s long-term business value and driving continuous improvements.
What you'll be doing:
- Own the business - Review deal financials, business trends, pricing and business risk while maximising value to Rubrik
- Build, lead, and develop a high-performing team of Analysts/Sr.Analysts/Leads who can balance strong commercial judgment, financial/risk analysis, and effectively navigate ongoing change management.
- Coach the team to operate as strategic & consultative advisors to the field
- Create playbooks, training, and enablement that improve handling effectiveness and reinforce best practices in deal formation.
- Define and scale AI-enabled workflows to simplify day-day administration & analyst productivity, deal quality, benchmarking consistency, and speed across the deal lifecycle.
- Oversee the providing of discount, margin guidance and deal structuring advice based upon understanding of overall deal portfolio, business strategy and competitive situation
- Effectively resolve and champion conflicts arising between internal operational processes and customer needs. Ensure appropriate expertise, review and approvals are applied to the execution of all sales documents. Provide diagnosis, analysis on key issues and consultatively ensures optimal results.
- Create effective cross-functional and cross-organisational communication and teamwork by partnering with Revenue Accounting, Legal, Delivery, Sales and other internal corporate groups
- Works on issues that impact design/selling success or address future concepts, products or technologies. Creates formal networks with key decision makers and serves as external spokesperson for the organisation
- Exercises broad latitude in determining objectives and approaches to critical assignments
- Drives needed enablement content & leader level presentations.
Ideal background:
- 8-10+ years software industry experience (Deal Desk, Finance, Sales/GTM Operations experience preferred). 2+ years people management experience required.
- Complex deal structuring & negotiating SME. Drives simplification and continuous improvement across processes
- Good judgment in proactively identifying/addressing common objections, planning in advance + proposing acceptable solutions
- Must be a self-starter with strong organisational, excellent follow-through and accompanying project/change management skills. Can navigate confidently in a fast-moving & ambiguous environment.
- Detail oriented, energetic professional who is a team player with excellent verbal/written communication skills.
- Comfortable handling high-pressure situations and navigating difficult conversations with diplomacy. Strong x-functional partner to supporting teams (RevAccounting, Order Management, Channel ops team, Legal, Pricing/Packaging)
- Solid understanding of CRM/SFDC tools & change management process as well as familiarity with financial modeling/analytics such as Tableau.
- Excellent analytical and reporting skills to promote data driven decision making
- Strong sense of ownership/accountability.
Our team rolls into Finance & business operations who manage analyzing financial data, developing forecasts, and providing strategic insights to support key decision-making within Rubrik. Our end goal is to help drive the overall financial performance of the organization and support business goals and objectives.
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Join Us in Securing and Accelerating the World's AI Transformation
Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.
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Inclusion @ Rubrik
At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.
Our inclusion strategy focuses on three core areas of our business and culture:
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Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
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Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
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Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Equal Opportunity Employer/Veterans/Disabled
Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.