Job description

What You'll Do: Deal Desk • Deal structuring and execution — Lead non-standard deal requests and complex enterprise deal structuring, driving cross-functional collaboration across Sales, Legal, Accounting, and Finance. • Policy and governance — Review quotes and order forms in detail to ensure strict compliance with booking policies and revenue recognition guidelines. • Commercial problem-solving — Find win-win solutions that meet customer needs while adhering to core selling policies. • Process efficiency — Keep deal flow smooth through standard execution processes and drive continuous process improvement projects. • Deal analytics — Source, analyze, and report quantitative deal metrics to give sales leadership actionable insight. Revenue Operations • Sales coaching insights — Translate agent-generated insights into actionable coaching opportunities for sales managers and reps, including pipeline-related areas. • Territory and account management — Maintain equitable sales territories year-round by monitoring account distribution, rep capacity, and territory balance, and proactively correct misalignment. • Account and opportunity governance — Ensure accounts and opportunities are assigned to active reps in the correct region and segment, keeping ownership clean and accurate across Salesforce. • Salesforce data management — Execute large-scale account, opportunity, and ownership updates via Salesforce Data Loader while maintaining high standards for data accuracy and CRM hygiene. • Pipeline and forecast intelligence — Operationalize AI-driven sales agents and analytics to surface forecast risk, pipeline gaps, deal progression concerns, and other signals that improve forecast accuracy. • Proactive risk identification — Monitor pipeline and territory data to catch issues before they impact the business, escalating risks and recommending actions to Sales Operations and Sales leadership. • AI and automation enablement — Help manage, validate, and continuously improve AI-powered sales workflows, ensuring outputs are accurate, actionable, and drive measurable improvements in sales execution. What You Bring: • 4-7 years of combined experience in Deal Desk, Sales Operations, or Revenue Operations within a high-growth SaaS environment • Proven track record executing complex contracts, with hands-on experience supporting territory, compensation, or GTM planning initiatives • Strong proficiency with Salesforce.com and Salesforce CPQ • Comfortable using quantitative analysis to challenge assumptions and influence GTM decision-making • Excellent presentation and communication skills, with a proven ability to collaborate across Sales, Legal, Finance, and Marketing leadership • Thrives in fast-paced, shifting-priority environments, with genuine empathy for sales reps alongside a firm commitment to operational discipline In-Office at ThoughtSpot Spotters are expected in-office 3+ days per week to be part of the energy of their local team. Momentum compounds when we're in the room together with faster decisions, sharper problem-solving, and the kind of peer learning that doesn't happen over a screen. Being in-office is our default way of working, with flexibility available where it's genuinely needed. About ThoughtSpot The world’s most innovative companies turn to ThoughtSpot’s AI-Powered Analytics to put data in the hands of everyone, from the C-suite to the frontline. With simple, natural language search and AI, anyone can ask questions, discover insights, and act with confidence. Unlike legacy tools that sacrifice performance for complexity, ThoughtSpot is intuitively designed for every business user while being built to handle the most complex, large-scale data, wherever it resides. This unique combination of speed and simplicity is why enterprise leaders trust ThoughtSpot to transform decision-making into a truly data-driven culture. At ThoughtSpot, we’re a curious, data-driven bunch. We believe the world works better when everyone has access to facts. That’s why we build products that make asking and answering data questions as natural as having a conversation. Mandatory and Required Skills for All ThoughtSpot Roles Spotters are expected to demonstrate AI literacy and workflow integration to include to ability to: • Comfortably and confidently integrate artificial intelligence into their daily workflow to increase productivity and quality. • Hands-on experience to leverage AI tools (industry-leading LLMs) to increase productivity, automate routine tasks, and improve work quality. • Speak to the experience of using AI for research, content creation, and document summarization while maintaining ownership of judgment and final decisions. • Write effective prompts to get the most accurate and creative results from AI tools. Spotters are expected to exemplify these key traits and AI Mindset: • Curiosity in exploring new AI tools • Adaptability to quickly learn and implement new, emerging AI technologies • Critical thinking to know when to identify when AI should be used versus when human judgement is necessary This combination of curiosity, adaptability, and discernment defines the AI mindset, and it’s required for every role at ThoughtSpot. AI Mindset for All Spotters At ThoughtSpot, we believe AI is a necessary and essential part of how we work. Every role, across every team, is expected to be fluent and comfortable with using AI to do their best work. All Spotters are expected to experiment with ThoughtSpot’s AI tools (like Spotter and SpotterViz) and leading industry LLMs to streamline workflows, enhance output, and uncover new insights. Whether drafting content, analyzing data, or summarizing documents, AI is a daily partner. We value curiosity, openness to learning, and thoughtful application of AI to create real value. Training and resources are provided so every Spotter can confidently create with AI. ThoughtSpot for All At ThoughtSpot, diverse teams build better products. Complex data problems need many perspectives, not just one. We welcome different backgrounds, identities, and experiences, and we work to create a place where everyone can be themselves and do their best work. If this role excites you and you believe you’re a strong match, we encourage you to apply. What Makes ThoughtSpot a Great Place to Work? ThoughtSpot is the Agentic Analytics Platform that empowers every enterprise to transform insights into action, on a mission to make the world more fact driven. We hire people with unique identities, backgrounds, and perspectives - this balance-for-the-better philosophy is key to our success. When paired with our culture of Trust, Customer Obsession, Innovation and Intensity, ThoughtSpot cultivates a respectful culture that pushes norms to create world-class products. If you’re excited by the opportunity to work with some of the brightest minds in the business and make your mark on a truly innovative company, we invite you to read more about our mission, and apply to the role that’s right for you. We're looking for a dynamic, analytical, and strategic Senior Revenue Operations & Deal Desk Analyst to drive complex enterprise deals while shaping GTM operational execution. You'll act as a strategic advisor to enterprise sales teams and a key operational partner to Sales Operations, splitting your time between structuring winning deals and running core GTM cadences — territory design, compensation and quota support, and sales technology optimization.

Requirements

Must-haves

Deal structuring and execution — Lead non-standard deal requests and complex enterprise deal structuring, driving cross-functional collaboration across Sales, Legal, Accounting, and Finance.
Policy and governance — Review quotes and order forms in detail to ensure strict compliance with booking policies and revenue recognition guidelines.
Commercial problem-solving — Find win-win solutions that meet customer needs while adhering to core selling policies.
Process efficiency — Keep deal flow smooth through standard execution processes and drive continuous process improvement projects.
Deal analytics — Source, analyze, and report quantitative deal metrics to give sales leadership actionable insight.
Revenue Operations
Sales coaching insights — Translate agent-generated insights into actionable coaching opportunities for sales managers and reps, including pipeline-related areas.
Territory and account management — Maintain equitable sales territories year-round by monitoring account distribution, rep capacity, and territory balance, and proactively correct misalignment.
Account and opportunity governance — Ensure accounts and opportunities are assigned to active reps in the correct region and segment, keeping ownership clean and accurate across Salesforce.
Salesforce data management — Execute large-scale account, opportunity, and ownership updates via Salesforce Data Loader while maintaining high standards for data accuracy and CRM hygiene.
Pipeline and forecast intelligence — Operationalize AI-driven sales agents and analytics to surface forecast risk, pipeline gaps, deal progression concerns, and other signals that improve forecast accuracy.
Proactive risk identification — Monitor pipeline and territory data to catch issues before they impact the business, escalating risks and recommending actions to Sales Operations and Sales leadership.
AI and automation enablement — Help manage, validate, and continuously improve AI-powered sales workflows, ensuring outputs are accurate, actionable, and drive measurable improvements in sales execution.
4-7 years of combined experience in Deal Desk, Sales Operations, or Revenue Operations within a high-growth SaaS environment
Proven track record executing complex contracts, with hands-on experience supporting territory, compensation, or GTM planning initiatives
Strong proficiency with Salesforce.com and Salesforce CPQ
Comfortable using quantitative analysis to challenge assumptions and influence GTM decision-making
Excellent presentation and communication skills, with a proven ability to collaborate across Sales, Legal, Finance, and Marketing leadership
Thrives in fast-paced, shifting-priority environments, with genuine empathy for sales reps alongside a firm commitment to operational discipline
In-Office at ThoughtSpot

Nice-to-haves

None flagged.

Application prep

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Keywords to mirror

Platform: rippling
Effort: medium