Senior Deal Operations Specialist (East and Central Coast Preferred)

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride! The Senior Deal Operations Specialist is a crucial part of a high-performing team responsible for enabling efficient, accurate, and strategic deal execution across the sales organization. This role's main focus is Deal Desk Operations (driving deal strategy, pricing approvals, and contract redlines). During Month & Quarter end this role will support the Ready-to-Close process and provide quoting support) This team member ensures operational excellence while partnering cross-functionally with Sales, Finance, Legal, RevOps, and Marketplace teams to accelerate revenue and mitigate risk. RESPONSIBILITIES Operational Team Lead - Help lead & coach the team on Deal Operations, Deal Desk functions, and best practices. - Drive a culture of accountability, continuous improvement, and customer-centric support. - Monitor team workload and capacity, ensuring balanced distribution of cases and identifying opportunities to optimize workflows and eliminate bottlenecks. - Collaborate with cross-functional stakeholders (Sales, Legal, Finance, Product) to resolve systemic issues and improve handoffs between teams. - Lead initiatives to automate repetitive tasks and implement tools that enhance team productivity and reduce manual work. - Monitor deal cycle times, approval turnaround, and booking accuracy. Order Operations Oversight - Ensure accurate and timely quoting support for Sales, including complex pricing structures. - Maintain data integrity within CRM and quoting systems. - Identify and eliminate process bottlenecks to improve deal velocity. - During Month & Quarter end help with the Ready-to-Close (RTC) process to ensure deal accuracy, completeness, and policy compliance prior to booking. Sr Deal Desk Functions - Partner with Sales on deal structuring and strategy to optimize revenue, margin, and customer outcomes. - Review and approve pricing exceptions, non-standard terms, and discount structures in alignment with company policies. - Lead commercial risk assessment and escalation for complex or strategic deals. - Collaborate with Legal on contract redlines and negotiations to balance risk mitigation with deal acceleration. - Ensure pricing governance and approval workflows are consistently followed. QUALIFICATIONS - 7+ years of experience in Deal Desk & Revenue Operations. - Strong understanding of SaaS pricing models, contract structures, and revenue recognition principles. - Experience supporting cloud marketplace transactions (e.g., AWS, Azure, GCP) preferred. - Demonstrated ability to influence senior sales leadership and cross-functional stakeholders. - Strong analytical skills and experience working with CRM and CPQ systems. - Excellent communication, negotiation, and problem-solving skills. - Contract and legal acumen including understanding of commercial contract structures (MSAs, Order Forms, amendments), ability to interpret and negotiate standard terms - Commercial judgment to balance customer requests against company policy and profitability, discern when to escalate vs resolve independently, and assess risk for non-standard deal terms - Salesforce and CPQ proficiency including expert-level navigation, configuration, quoting, pricing logic, troubleshooting, and report building - Negotiation and influence skills to push back professionally on unreasonable requests and influence sales, legal, and finance stakeholders toward optimal solutions - Revenue operations and finance knowledge including revenue recognition principles, quote-to-cash processes, pricing and licensing models, and deal structuring for clean bookings - Communication skills with clear written communication, ability to explain complex concepts simply, professional tone in difficult conversations, and active listening - Problem-solving and critical thinking with analytical mindset to diagnose issues, creative solutions within constraints, and ability to work through ambiguity - Attention to detail through meticulous contract and quote review, ability to spot inconsistencies, and quality control to prevent downstream issues - Stakeholder management including managing expectations across functions, building credibility and trust, and navigating organizational dynamics with partnership mindset - Ownership and accountability by taking responsibility for outcomes, following through without reminders, proactively identifying issues, and maintaining bias toward action WHAT TO EXPECT FIRST 30 DAYS GOAL: BUILD CONTEXT, ESTABLISH CREDIBILITY, AND SUPPORT EXECUTION Key Accomplishments: - Develop deep understanding of: - Deal Desk workflows, approval matrices, and pricing policies - CRM/CPQ systems, quoting processes, and contract structures - Revenue recognition principles and quote-to-cash lifecycle - Shadow and begin supporting: - Deal reviews, pricing approvals, and contract redlines - Month/quarter-end Ready-to-Close (RTC) processes - Build cross-functional relationships with: - Sales, Finance, Legal, RevOps, Marketplace teams - Start contributing to: - Basic deal structuring and quoting support - Identifying early inefficiencies or friction points - Demonstrate: - Strong attention to detail in quote/contract review - Responsiveness and reliability in deal support 60–90 DAYS Goal: Operate independently and begin driving improvements Key Accomplishments: - Independently manage: - Complex deal reviews, pricing exceptions, and approvals - Contract redlines in partnership with Legal - Act as a trusted advisor to Sales on: - Deal structuring and pricing strategy - Discounting and non-standard terms - Lead or co-lead: - Commercial risk assessments for strategic deals - Escalations with clear recommendations - Improve operational efficiency by: - Identifying bottlenecks in deal cycles and RTC process - Proposing process improvements or quick wins - Support team effectiveness: - Help balance workload and mentor junior team members - Reinforce best practices and policy adherence - Begin tracking and analyzing: - Deal cycle times, approval SLAs, and booking accuracy 6–12 MONTHS Goal: Drive scalable impact, lead initiatives, and influence strategy Key Accomplishments: - Become a go-to expert in: - Deal strategy, pricing governance, and contract negotiations - SaaS and marketplace deal structures (AWS, Azure, GCP if applicable) - Lead major initiatives: - Automation of repetitive Deal Desk workflows - Enhancements to CPQ/CRM processes and tools - Improvements to RTC process and forecasting accuracy - Drive measurable improvements in: - Deal velocity (reduced cycle times) - Approval turnaround times - Booking accuracy and compliance - Influence cross-functional strategy by: - Partnering with Sales leadership on pricing frameworks - Collaborating with Finance on margin optimization - Working with Legal to streamline contract standards - Establish scalable best practices: - Standardize deal review processes and playbooks - Improve pricing governance and approval consistency - Mentor and coach: - Coach team members on deal structuring and negotiation - Help shape team culture around accountability and excellence Docker does not offer visa sponsorship for this role. We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound https://getcovey.com/product/covey-scout-inbound on April 13, 2024. Please see the independent bias audit report covering our use of Covey here https://getcovey.com/nyc-local-law-144. Perks - Freedom & flexibility; fit your work around your life - Designated quarterly Whaleness Days plus end of year Whaleness break - Home office setup; we want you comfortable while you work - 16 weeks of paid Parental leave - Technology stipend equivalent to $100 net/month - PTO plan that encourages you to take time to do the things you enjoy - Training stipend for conferences, courses and classes - Equity; we are a growing start-up and want all employees to have a share in the success of the company - Docker Swag - Medical benefits, retirement and holidays vary by country - Remote-first culture, with offices in Seattle and Paris Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be. #LI-REMOTE