Deal Desk Analyst (EMEA)

Newrelic

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity Elevate your career here at New Relic, where you'll make a significant impact as the Senior Revenue Operations Manager for our critical Strategic and Enterprise segments in EMEA. You will serve as a strategic business partner to both the Senior Director of Strategic Sales and the VP of Enterprise Sales, ensuring operational rigor, optimizing the rhythm of business, and enhancing sales productivity across a go-to-market team of around eighty strong spanning Europe, Middle East and Africa. This opportunity is perfect for those who possess natural leadership qualities and have the apt to deliver with minimal steer. You have the strength to excel in navigating complex sales environments and extracting high-level strategic insights. Collaboration, critical thinking, and a growth mindset will be essential as you architect tools, reporting, and governance to support scalable growth in the Strategic Enterprise space. Your curiosity and innovative approach will help provide sophisticated analyses and recommendations, contributing to the accelerated growth of our largest customers. This hybrid role offers flexibility, with an expectation to work from our local office 1-2 days a week as required, balancing teamwork and independence. What you'll do Strategic Business Partnering & Forecast Rigour: * Drive the weekly, monthly, and quarterly forecasting cadence specifically for the Strategic and Enterprise business units; ensure accuracy in predicting closure of complex, high-value deals. * Partner with Sales Leadership to conduct deep-dive pipeline analysis, identifying risks in opportunities, advising on deal health and providing cross-functional counsel. * Apply advanced statistical rigor to the weekly and quarterly forecasting cadence, moving beyond intuition to provide data-backed predictions for high-value Enterprise deals. * Conduct deep-dive analyses on forecast-to-actual variances to identify systemic risks and improve the overall predictability of the book of business. * Lead the preparation and execution of Quarterly Business Reviews (QBRs) for the sectors, presenting actionable insights to executive leadership. Enterprise Deal Strategy & Operational Excellence: * Act as a trusted advisor on large deal structures, collaborating with Legal, Finance, and Deal Desk to streamline non-standard approvals and complex contracting processes. * Analyze whitespace and penetration within Strategic & Enterprise accounts to support Account Executives in maximizing revenue potential. * Ensure effective governance and compliance within the Enterprise deal cycle while maintaining sales velocity. Data, Systems, and Advanced Analytics: * Standardize and optimize CRM processes specifically for Enterprise selling motions (e.g., multi-stakeholder mapping, complex buying centers). * Provide ad-hoc, high-level reporting for insights and recommendations on trends, consumption, churn risk, and expansion opportunities. * Track and communicate key performance indicators, as well as critical leading indicators, ensuring their mathematical integrity. * Architect and maintain complex financial and operational models that track consumption trends, churn risk, and expansion opportunities across the EMEA region. Sales Enablement & Process Architecture: * Drive and influence process improvements to systems and workflows to suit the specific needs of long-cycle Enterprise sales. * Propose enhancements for better user experiences and efficiency for Sales Executives and Account Managers. * Support initiatives for application enhancement and process automation to reduce administrative burden on high-performing sales teams. * Collaborate with Enablement teams to ensure the field is proficient across the sales process, playbooks and tools required to excel in their roles. Fiscal Year Planning & Territory Design: * Lead the coordination of sales plans and segmentation for the Strategic & Enterprise business, designing equitable territories and quotas. * Advise on international commission splits and rules relevant to multi-regional Strategic accounts. * Maintain mid-year cycles to ensure optimal coverage across the segments and territories. This role requires * Extensive Operations Experience: Deep background in sales or revenue operations, specifically supporting Enterprise or Strategic customer segments in the technology sector. * Scale & Complexity: Proven experience managing a complex book of business in excess of $200M+ in revenue. * Strategic Data Storytelling: Advanced numerical literacy with the proven ability to influence Executive Sales Leaders (Strategic Account Directors and VPs) by translating complex data sets into a clear strategic narrative. * Quantitative & Statistical Rigor: Demonstrated expertise in applying advanced statistical models to forecasting cadence, moving beyond intuition to provide data-backed predictive accuracy for high-value Enterprise deals. * Analytical Execution & Integrity: A meticulous approach to maintaining the mathematical integrity of KPIs and architecting complex financial/operational models that track consumption trends and churn. * SaaS & Consumption Acumen: Deep familiarity with Consumption and SaaS go-to-market models, particularly "LAER" strategies, and the mathematical drivers behind them (e.g., NRR, CAC, and LTV). * Strategic Fiscal Planning: Hands-on experience in the mathematical architecture of territory design, equitable quota setting, and complex international commission splits. * Technical Proficiency: High proficiency in leading GTM Tech Stack tooling, including Salesforce and Tableau, with the ability to navigate the full lead-to-cash journey. * Cross-Functional Influence: Demonstrated skill in complex analysis and influencing cross-functional teams such as Finance, Legal, and Deal Desk to streamline high-stakes account management. Bonus points if you have * Hold a professional certification such as a CFA (Chartered Financial Analyst), CPA, or a degree in a quantitative field (Economics, Statistics, Finance, or Engineering). * Proficiency of financial modeling, including the ability to build automated, dynamic models with complex logic (VBA, Macros, or advanced Google Apps Script). * Experience with advanced Revenue Operations frameworks (e.g., Salesforce Certified Advanced Administrator, or Tableau Desktop Specialist). * Direct experience in a high-growth, consumption-driven or usage-based business model (e.g., Snowflake, Datadog, AWS). * Deep understanding of the Observability or Monitoring landscape and the specific commercial metrics that drive the sector. * Prior experience in formal people management or as a project lead for global GTM transformation initiatives. * Proficiency in a second European language, specifically German, French, or Spanish, to support the wider EMEA region. #LI-JJ2   Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.  If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com. We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.  Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy

Datadog

G&A at Datadog rapidly scales the physical space, hiring, onboarding, and financial and legal systems to keep our business running in top form. As a Deal Desk Analyst, you will work cross-functionally with our Sales Operations, Billing, Contracts and Legal teams to provide quoting and deal structuring support to the Global Sales Team. This will be a growth position as Datadog’s business continues to expand. At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: * Develop in-depth knowledge of Datadog’s licensing and pricing models to provide deal structuring and quoting support to our global sales teams   * Be a creative problem solver who finds a way to meet customers’ needs while adhering to Datadog’s selling policies * Solve customer satisfaction issues following execution of the deal * Actively negotiate deals directly with the customer as needed * Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management * Function as point of contact and subject matter expert for Sales on deal pricing matters * Drive adherence to internal controls, protocols and business rules Who You Are: * At least 4 years of overall experience including related processes such as sales operations, finance, sales strategy, and sales enablement * At least 2 years of experience with deal structuring/quoting complex SaaS transactions for a fast-growing multi-national company   * Working knowledge of revenue recognition principles  * Must be comfortable representing the company to customers in negotiations and resolving customer satisfaction issues   * Strong attention to detail  * Ability to multi-task * Strong communication skills * Ability to work in fast paced, high pressure environment * Strong quantitative skills  * Strong MS Word, Excel and PowerPoint skills Bonus Points: * Experience with Salesforce and CPQ Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your skills, we encourage you to apply. Benefits and Growth: * Generous and competitive benefits package * New hire stock equity (RSUs) and employee stock purchase plan * Continuous career development and pathing opportunities  * Product training to develop an in-depth understanding of our product and space * Best in breed onboarding * Internal mentor and buddy program cross-departmentally * Friendly and inclusive workplace culture Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. ---------------------------------------------------------------------------------------------------------------------------------- About Datadog:  Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center. ---------------------------------------------------------------------------------------------------------------------------------- Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.  Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form. This form is for accommodation requests only and cannot be used to inquire about the status of applications.  Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.

Cargurus

Who we are At CarGurus (NASDAQ: CARG), our mission is to give people the power to reach their destination. We started as a small team of developers determined to bring trust and transparency to car shopping. Since then, our history of innovation and go-to-market acceleration has driven industry-leading growth. In fact, we’re the largest and fastest-growing automotive marketplace, and we’ve been profitable for over 15 years. What we do The market is evolving, and we are too, moving the entire automotive journey online and guiding our customers through every step. That includes everything from the sale of an old car to the financing, purchase, and delivery of a new one. Today, tens of millions of consumers visit CarGurus.com each month, and ~30,000 dealerships use our products. But they're not the only ones who love CarGurus—our employees do, too. We have a people-first culture that fosters kindness, collaboration, and innovation, and empowers our Gurus with tools to fuel their career growth. Disrupting a trillion-dollar industry requires fresh and diverse perspectives. Come join us for the ride! Role overview Here at CarGurus UK, we seek a new addition to our Sales Operations team. Are you looking to gain experience in a dynamic and fast-paced tech company? Gaining valuable experience working with a high-performing team? We are searching for an enthusiastic team player to help support internal teams for our UK business. This person will have the opportunity to gain exposure to various aspects of the sales cycle. A willingness to jump in, take ownership, and be creative is essential.  The Associate Sales Operations Analyst will support the UK sales team. The type of candidate we would love to meet would be a self-starter, solutions-orientated, should be able to manage numerous tasks and projects concurrently, and has proven themselves to be adaptable and comfortable with change.  What you'll do Sales Support and Deal Desk * Support daily sales activities and processing of sales support requests.  * Troubleshoot bugs and issues and liaise with relevant stakeholders to find a resolution.  * Partner with sales to support the building of quotes in our CPQ system and ensure clean records of Salesforce opportunities flowing to the billing system. * Perform daily deal activation checks on our closed deals to ensure a seamless customer experience. * Troubleshoot discrepancies in data between Salesforce and supporting systems * Work closely with our Inside Sales, Field Sales, and Marketing teams to improve data quality and enrich prospect lists. Reporting & Data * Monitor and cleanse data within our systems to ensure the highest levels of accuracy and integrity throughout our sales process. * Ensure data integrity through regular de-duplication and clean-up procedures * Generate ad-hoc reports and dashboards where necessary to support internal processes and the sales team’s goals * Complete bulk updates of large data sets using relevant tools including Dataloader and G-Connect. * Perform ongoing customer hierarchy maintenance within Salesforce to support sales efforts.  Sales Process * Collaborate with the sales team to streamline and improve sales processes, workflows, and adoption of tools. * Identify inefficiencies in sales operations and recommend solutions to enhance productivity. * Support the implementation of new systems or tools designed to improve sales efficiency. * Create and update relevant process documentation for internal processes and team resources. Other * Support with book of business building exercises in collaboration with our sales managers. * Taking on other duties and responsibilities where needed. * Ability to manage multiple and varied tasks and deadlines simultaneously. What you'll bring * Excellent written and verbal communication skills. * Keen focus on problem-solving and process improvement. * Enthusiastic about developing a career in a growing technology company. * An organised team player, able to adapt to changing responsibilities if needed.  * Ability to manage multiple and varied tasks and deadlines simultaneously. * Prior experience using Salesforce is essential (1-2 years). * A desire to foster collaborative relationships and learn from different teams to enhance personal and professional growth. The displayed range represents the expected annual base salary / On-Target Earnings (OTE) for this position. On-Target Earnings (OTE) is inclusive of base salary and on-target commission earnings, which applies exclusively to sales roles. Individual pay within this range is determined by work location and other factors such as job-related skills, experience, and relevant education or training. This annual base salary forms part of a comprehensive Total Rewards Package. In addition to benefits, this role may qualify for discretionary bonuses/incentives and Restricted Stock Units (RSUs). Position Pay Range €40.000—€50.000 EUR Working at CarGurus We reward our Gurus’ curiosity and passion with best-in-class benefits and compensation, including equity for all employees, both when they start and as they continue to grow with us. Our career development and corporate giving programs, as well as our employee resource groups (ERGs) and communities, help people build connections while making an impact in personally meaningful ways. A flexible hybrid model and robust time off policies encourage work-life balance and individual well-being. Thoughtful perks like daily free lunch, a new car discount, meditation and fitness apps, commuting cost coverage, and more help our people create space for what matters most in their personal and professional lives. CarGurus may require in-person interviews as part of our hiring process, particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsibility of the candidate. We welcome all CarGurus strives to be a place to which people can bring the ultimate expression of themselves and their potential—starting with our hiring process. We do not discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. We foster an inclusive environment that values people for their skills, experiences, and unique perspectives. That’s why we hope you’ll apply even if you don’t check every box listed in the job description. We also encourage you to tell your recruiter if you require accommodations to participate in our hiring process due to a disability so we can provide the appropriate support. We want to know what only you can bring to CarGurus. #LI-Hybrid