Deal Operations Manager

Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.

Papaya Global is entering a critical stage of scale and modernization in how we commercialize, structure, and operationalize deals across new business and renewals. We are seeking a strategic, process-obsessed, and commercially minded Global Deal Operations Manager to rebuild and elevate the function from the ground up.

This leader will own our quoting, deal structure, commercial approvals, contracting workflows, and the operational backbone that enables Sales, Finance, Legal, and Customer Success to work efficiently and accurately. You will transform our deal processes into scalable, automated, and well-governed Deal Management engine that accelerates revenue, improves margin, reduces risk, and ensures commercial excellence across the company.

Key Responsibilities

1. Build & Lead the Deal Management Function

• Lead, mentor, and develop the existing team of two deal support specialists.
• Define clear responsibilities, SLAs, escalation paths, and workflows.
• Establish the Deal Desk as a strategic partner to Sales, CS, Finance, and Legal—not a transactional support team.

2. Own Quoting, Pricing, & Commercial Governance

• Create and enforce a global quoting and pricing framework across new business, upsell, and renewals.
• Establish pricing guardrails, discounting guidelines, and approval matrices.
• Drive margin-positive deal structures while enabling Sales to win competitively.

3. Rebuild the Commercialization Process

• Architect an end-to-end commercial workflow from quote initiation through order form generation and contract signature.
• Work with Marketing, Legal and Finance to standardize deal templates, configurations, and approval rules.
• Reduce dependency on manual interpretation of old legacy contracts.
• Build a structure to safely migrate or interpret legacy contracts into standardized formats.
• Partner with Legal to align contract language, commercial terms, and exceptions processes.
• Ensure order forms are accurate, compliant, and audit-ready.

4. System Ownership: DealHub + Salesforce

• Serve as the business owner for DealHub and Salesforce quoting workflows.
• Partner with RevOps & BizAps to automate configurations, guardrails, and data flows.
• Build scalable CPQ logic, product catalog enhancements, and approval routing.

5. Cross-Functional Leadership

• Act as the quarterback between Sales, Finance, Legal, and CS for all deal-related matters.
• Run commercial reviews and act as a strategic advisor on complex deals.
• Provide training and enablement to Sales on quoting workflows and commercial policies.

6. Data Quality & Reporting

• Own data accuracy in deal records, pricing, SKUs, and commercial terms in Salesforce.
• Develop dashboards on deal cycle times, discount trends, exception frequency, and pricing compliance.
• Provide insights that drive operational improvements and revenue optimization.

What Success Looks Like (First 12 Months)

• A well-structured, documented, scalable quoting and deal review process in place.
• Minimal reliance on manual contract interpretation; strong governance over legacy contract transitions.
• DealHub CPQ fully optimized with automated rules, guardrails, and templates.
• A trained, effective deal support team operating with confidence and autonomy.
• Faster deal cycles, fewer errors, improved pricing discipline, and higher operational efficiency.
• Sales, Finance, Legal, and CS working from the same commercial playbook.

• 7–10+ years of Deal Desk, Commercial Operations, Revenue Operations, or Pricing experience.
• Ability to navigate ambiguity, assess legacy contract complexity, and build scalable systems from scratch.
• Proven success building or transforming a deal management function in a SaaS or global tech company.
• Deep expertise with CPQ systems (DealHub strongly preferred) and Salesforce.
• Strong understanding of commercial terms, B2B SaaS pricing, contract structures, discounts, margins, and billing implications.
• Excellent stakeholder management across Sales, Finance, Legal, and Operations.