Global Deal Desk Manager

Driving The Future of Smart Fleet Logistics

At Xirgo, we’re not just transforming logistics — we’re redefining what’s possible. Let’s move forward together.

We believe smarter tools create smarter operations. As the switched-on experts in IoT fleet solutions, we transform uncertainty into confidence, complexity into clarity, and data into decisions.

We empower partners with intelligent fleet logistics to create a more connected future. From bustling cities to open highways, from railroads to runways, our innovative technologies make peace of mind the new normal.

To be the world’s most trusted partner in smart fleet logistics, delivering comprehensive IoT solutions that transform data into useful information. We enhance fleet safety, efficiency, and performance—ensuring confidence at every step.

General Summary

As Global Deal Desk Manager at Xirgo, you will lead and optimize our quote-to-close process by partnering closely with Sales, Finance, Legal, Marketing, Product Management, Operations and Customer Support. This role will function as a strategic advisor for complex deal structuring, ensure compliance with internal policies, revenue recognition standards, and contractual terms, and drive deal velocity through streamlined, scalable processes. You must have executive experience and presence to work with the C-Suite and Board to present key sales metrics, deal profitability, pricing strategy, contracting risks as well as trends and recommendations for continuous improvement.

Essential Functions and Responsibilities:

• Collaborate with Sales, Finance and Legal to structure complex deals, maximizing speed of deal closure and ease of doing business with Xirgo, while minimizing financial and legal risk to our organization.
• Combine pricing, costing, discounting, margin analysis and commercial terms to ensure alignment with Xirgo’s strategic and financial objectives
• Manage deal intake, deal prioritization and approval workflows to streamline deal closure for the company.
• Review quotes, contracts, and non-standard terms to confirm compliance with internal pricing policies, legal requirements, and revenue recognition considerations
• Provide support during negotiations directly with customers and prospects when required for large complex deals to ensure customer needs are balanced with corporate profitability
• Participate in forecasts and opportunity risk analyses to the C-Suite for high value deals, ensuring timing of deal closure from Sales Representatives aligns with the current state of contract negotiations and organizational readiness
• Build and maintain deal playbooks, pricing tools, templates (e.g. Estimates, Sales Orders, Reseller Agreements, MSAs, SOWs, etc.), and approval matrices
• Evaluate bottlenecks and lead initiatives toautomate deal desk workflows, shorten cycle times, and improve accuracy and scalability
• Oversee CRM and Contract Lifecycle Management (CLM) tools (e.g. NetSuite, Docusign) to manage deals efficiently
• Build dashboards and reports to track deal velocity, margin trends, pricing performance, and risk exposure
• Train and enable Sales teams on deal policies, playbooks, pricing principles, and usage of quoting tools
• Serve as a thought partner and escalation point when deal complexities arise. Articulate corporate and product competitive positioning and create pricing structures to achieve maximum sales and revenue potential
• Provide strategic counsel to leadership on deal profitability, pricing strategy, and contracting risks
• Present trends and recommendations for continuous improvement

Skills and Abilities:

• Exceptional interpersonal and communication skills, with the ability to build and maintain relationships with C-level executives and key decision-makers
• Excellent negotiation, presentation, and contract management capabilities
• Strong analytical skills to build pricing models, analyze margins, and develop performance dashboards
• Demonstrated experience in creative deal structuring for fortune 500 organizations with complex contracting requirements
• Ability to build relationships and influence stakeholders at all levels
• CRM and CLM system management for process management and reporting
• Strategic thinker with a focus on details, organization and execution
• Ability to work in a fast-paced environment, manage multiple priorities, and adapt to changing customer needs

Education and Experience

• 10+ years in Sales Management, Deal Desk, Revenue Operations, Sales Operations, or commercial contracting roles—ideally in SaaS, IoT, or B2B enterprise environments
• Knowledgeable about buying practices of large corporations; expert at knowing how to get business done in Fortune 500 environments
• Demonstrated knowledge of account management strategies and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close new business
• Executive track record of sales success and relationships with selling technology to large corporations and through channels (Resellers, TSPs, Distributors)
• Experience in IoT, Class 1 – 8, OEMs, and/Telecommunications/Carriers is preferred
• Experience with IoT products including cameras/video, vehicle and asset tracking, sensors, and AI preferred
• Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel) and Atlassian suite (Jira, Confluence)
• Proficient in Sales CRM and CLM tools (e.g. NetSuite CRM, Salesforce, Docusign, SignNow)• Bachelor’s degree in business, engineering, finance, accounting, economics, or related discipline (MBA or relevant advanced degree a plus).

Working Conditions: Normal, no adverse or hazardous conditions

Ability to travel, when necessary (expected <20%)

Must have the unrestricted authorization to work in the U.S.

Disclaimer- this job description describes the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

Salary Range $110k-$125k, plus incentives