Program Manager, Deal Desk Operations

Motive is looking for a Program Manager, Deal Desk Operations to own programmatic pricing, product launch pricing readiness, and AI-powered tooling for our Deal Desk. Reporting to the Sr. Director of Deal Desk, you will manage projects, deliverables, training and communications for strategic initiatives that help our Sales and GTM teams price and structure deals faster and with greater consistency.

You will turn recurring pricing and process requests into scalable programs, playbooks and AI-enabled tools, and you will partner across Sales, Finance, Product, Partnerships, Legal, Sales Enablement, GTM AI Ops and Enterprise Systems to get them adopted.

What You'll Do:

• Own programmatic pricing for partnerships, franchises, networks and promotions: build the pricing frameworks, intake and approval paths, and playbooks that let the Deal Desk team handle these requests consistently.
• Serve as Deal Desk's lead for product launches, defining pricing guardrails, CPQ and SKU readiness, approval rules and seller guidance in partnership with Product, Finance and Enterprise Systems.
• Build and run pricing enablement: onboarding playbooks, trainings, deal-structuring guides and launch communications, and measure adoption across the sales org.
• Design and roll out approval matrix updates and process improvements, with a communications cadence around program updates, blockers and risks.
• Ask "How can AI solve this?" of every Deal Desk workflow. Identify bottlenecks and prototype agents, automations and applications using tools such as Glean, n8n, Salesforce (including Agentforce) and models like Gemini, ChatGPT and Claude.
• Co-own the Deal Desk Pricing Tool and AI roadmap with GTM AI Ops: gather user feedback, write requirements and user stories, prioritize the backlog, run UAT and drive launch.
• Manage the cost envelope for production AI use cases, balancing model performance against token consumption.
• Act as Deal Desk's Salesforce and CPQ expert, and liaise with Business Intelligence and Enterprise Systems so system changes are reflected in Deal Desk reporting.
• Build dashboards and apply analytical rigor to Deal Desk policies and recommendations to support company financial goals.

What We're Looking For:

• 5+ years of operations experience in a high-growth technology company in Deal Desk, Sales Operations, Revenue Operations, Pricing or Business Operations.
• Proven program management skills: you can scope an ambiguous problem, align stakeholders and ship a repeatable process or tool.
• Hands-on experience with generative AI at work, including prompt engineering and a working understanding of context windows, token cost and agent guardrails. Experience with n8n, Python or other automation tools is a plus.
• Strong pricing and commercial acumen, including ASP, margin, credits and ARR/ACV. Partner, channel or franchise pricing experience is a plus.
• Experience with Salesforce and CPQ; familiarity with CLM tools such as Ironclad preferred.
• High degree of SQL proficiency and experience building dashboards in BI tools such as Hex or Tableau.
• Strong slidecraft and storytelling, with exceptional written and verbal communication.Attention to detail, sound judgment, and a bias toward action in a fast-paced, hands-on environment.