Sales Operations & Deal Desk Manager - EMEA

Sales Operations & Deal Desk Manager - EMEA

The Sales Operations & Deals Desk Manager will be a critical support role for HashiCorp’s growing EMEA sales business. This role is responsible for implementing and administering Hashicorp’s sales initiatives, sales processes and reporting for EMEA. In addition, this role will be managing the deal desk, deal structuring and order management support at for our EMEA team.  The role will work closely with Sales Management, Finance, Legal and Marketing. The incumbent should have experience running and standardizing our core sales processes and deals processes. Strong analytical skills and business acumen is desired - as is experience surfacing trends and presenting findings to sales management.  This person must also thrive on attention to detail and enjoys working through challenges and enjoys pulling together winning proposals.

Role Responsibilities:

  • Manage and implement core sales processes for our EMEA team - managing internal stakeholders and vendors to meet the business needs
  • Maintain core sales reporting including forecast snap shots, lead SLA reports, account penetration, regional reports and dashboards.
  • Project manage and implement WW sales initiatives and prepare sales presentations and surface insight to sales management as needed
  • Train Sales teams on sales and deals processes
  • Create thoughtful proposals that consider Rev Rec, Discounting thresholds and Customer needs
  • Work with the HQ team to CPQ Quoting Tool, Standard Agreement and Order Forms
  • Work closely with Sales Management, Finance, Legal and Support team to guide the approvals process and be the gatekeeper of Hashicorp’s standard business practices
  • Manage and improve the Approvals and Designated Level of Authority Matrix
  • Create and maintain Order Form Terms with support from Legal team
  • Coach and advise our sales teams on deal structures and to embed best practice

You are:

  • Meticulous, your attention to detail is always spot on, you take pride in ensuring that everything you touch is accurate and thoughtfully put together.
  • An excellent communicator - You know how to create strong relationships across various departments speak their language and together provide cohesive engagement guidelines for the GTM teams.
  • Highly organized, you are used to juggling many competing priorities and strive to support each with equal attention to detail and quick turn around.
  • Kind-You approach all peers, partners & customers with kindness and consideration.
  • A challenger-You challenge the status quo with the goal of bringing in new innovative ideas and improving upon programs and processes.
  • A partner to the sales organization as well as the finance, legal and other teams you will be working closely with.
  • A self starter - we are growing quickly and there are many opportunities to contribute.


  • 5+ years of experience in technology sales, finance, revenue ops, deal desk or order management.
  • Understanding of GAAP accounting standards with revenue
  • Experience with SFDC Quote to Cash CPQ Tool
  • Has developed and maintain standard deal desk processes, approval matrixes and order terms.
  • Experience working Remote and managing remote teams

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be.


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Do you believe you'd be a great fit for this role, but the description above doesn't quite match your skills or experience? We'd still like to hear from you.

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