Senior Manager - Deals Desk

Role Overview Freshworks is seeking an experienced Senior Manager to lead the Deals Desk function for the APMEA region. This is a strategic leadership role that sits at the intersection of Sales, Finance, Legal, and Product, responsible for governing the end-to-end deal lifecycle in a high-growth SaaS environment. The ideal candidate brings deep commercial acumen, a passion for process automation, and the ability to drive cross-functional alignment while protecting deal margins and accelerating sales velocity. Key Responsibilities - Lead the APMEA Deals Desk team and provide guidance on complex deal structuring, pricing approvals, and commercial and legal considerations - Serve as the approval authority for non-standard deals and ensure strict adherence to pricing governance policies and discount thresholds - Partner with Sales leadership to define negotiation strategies for enterprise and strategic accounts while safeguarding margin performance - Drive transformation initiatives to automate deal approval workflows, quote generation, and CPQ systems including DealHub, Salesforce, and Chargebee - Design and maintain deal intelligence dashboards using tools such as Power BI or Tableau to track discount trends, win rates, deal velocity, and margin performance - Establish and continuously refine SOPs, approval matrices, exception policies, and deal playbooks to empower sales teams - Build, mentor, and manage a high-performing deals desk team, fostering a culture of operational excellence and continuous improvement - Collaborate with Revenue Operations, Legal, and Product teams to ensure alignment with revenue recognition standards, billing models, and contract structures Required Qualifications - 10 to 14 years of experience in Deals Desk Operations, Pre-Sales, Contract Management, or Enterprise Deal Management - 6 to 8 years of hands-on experience in SaaS or subscription-based business environments - Strong understanding of SaaS pricing models, ARR and MRR constructs, CPQ automation, and commercial legal terms - Proven track record of leading process transformation or automation projects at scale - Experience implementing or managing platforms such as DealHub, Salesforce CRM, Chargebee, and Power BI - Strong analytical and data-driven decision-making skills with proficiency in Tableau or similar tools - Demonstrated ability to manage complex enterprise deal structures and support global sales organisations Why Join Us Freshworks offers an inclusive and people-first culture where individuals from all backgrounds are empowered to find their purpose and grow professionally. Joining the Deals Desk leadership team means driving real commercial impact across nearly 75,000 global customers while building scalable systems that shape the future of SaaS operations.

- 10 to 14 years in Deals Desk, Pre-Sales, Contract Management, or Enterprise Deal Management - 6 to 8 years of experience in SaaS or subscription-based business models - Strong grasp of SaaS pricing, ARR/MRR, CPQ automation, and commercial legal terms - Experience managing complex enterprise deal structures - Proven ability to drive process transformation and automation initiatives - Hands-on experience with DealHub, Salesforce CRM, Chargebee, and Power BI - Proficiency in data analytics tools such as Tableau or Power BI - Experience supporting global SaaS sales organisations - Strong cross-functional stakeholder management and team leadership skills

- Equal opportunity and inclusive workplace - High-growth global SaaS environment - Opportunity to lead APMEA regional operations - Exposure to enterprise-grade tools and platforms - Culture focused on innovation and continuous improvement