Job Description Summary

Responsible for activities and processes that help the sales organization achieve business objectives. Guided by commercial practices and policies that may be shaped by the role. Has significant control/influence over commercial priorities. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgement are required to achieve outcomes required.
The Deal Desk Commercial Manager serves as the subject matter expert for complex, high-risk commercial deal structures. You will lead the management of RFP and merges opportunities with Global Agreement (GA), navigate complex margin exceptions, and provide final commercial judgment on escalations, ensuring that all non-standard terms are risk-mitigated and commercially sound.

Job Description

Essencial Responsibilities:

• Own the commercial strategy for complex deals, non-standard terms, and high-value RFP opportunities.
• Provide strategic leadership on merged GA opportunities and RFP deal structures, ensuring alignment with global standards.
• Manage the formal escalation process for margin exceptions and high-risk contractual deviations.
• Apply advanced commercial judgment to provide authoritative guidance on deal viability and risk exposure.
• Act as the primary advisor to the Sales team for high-stakes negotiations, coordinating with Legal, Finance, and Operations.
• Mentor the Junior Commercial team on policy interpretation and complex deal mechanics.

Required Qualifications:

• Bachelor’s degree in Business, Finance, or Engineering (Advanced degree/MBA preferred).
• Experience in complex commercial negotiations, pricing, or strategic Deal Desk roles.
• Deep expertise in structured pricing, margin management, and industrial/software SLAs.
• Proven ability to manage high-stakes stakeholder relationships across a matrixed organization.
• Strong analytical capability to assess financial models and contractual risk frameworks.
• Fluent in English and Portuguese (Spanish proficiency is a strong advantage).

Preferred Qualifications:

• Experience in the Software Industry
• Familiarity with service-level agreements (SLAs), perpetual license & maintenance support and subscription models.
• Experience working in a global or matrixed organization.
• Strong stakeholder management skills, with the ability to partner effectively with Sales and Operations teams.
• Preferred Skills: Familiarity with Salesforce, CPQ and Oracle Fusion and experience working in a global or matrixed corporate environment.

Additional Information

#LI-Remote - This is a remote position