Deal Desk Manager, APAC

About the role

The Deal Desk team is a key part of Cloudflare's Finance function, acting as a trusted advisor to internal stakeholders on structuring, negotiating, approving and closing large, complex commitment deals while balancing margin, compliance and speed. The Deal Desk Manager will lead the transition of the sales process from manual workflows to an AI-driven, automated engine, from initial scoping to final execution, and act as a high-influence "Sales Co-pilot" focused on deal velocity and long-term value.

Key responsibilities

• Lead the structuring and execution of non-standard, high-value enterprise deals, building custom financial models and discount strategies aligned with corporate revenue goals.
• Partner with Sales leadership to maximise deal velocity and LTV, analyse pricing and deal terms and recommend next actions for margin optimisation.
• Drive consensus across Legal, Finance, Revenue Recognition, Compliance and Product to negotiate viable commercial, financial and legal terms while protecting margin thresholds and risk tolerance.
• Tune automated agents and models and champion the integration of LLMs and generative AI to automate deal desk workflows and reduce cycle time.
• Work with Legal, Finance and Product to build, streamline and automate deal desk processes, including autonomous approval workflows.

Required profile

• Minimum 8+ years in Deal Desk, FP&A, Revenue Operations or similar, supporting large-scale enterprise sales; 3+ years of direct deal desk experience preferred.
• Solid understanding of SaaS metrics, pricing models and concepts such as ARR, gross margin, churn and profitability.
• Experience with revenue recognition principles (e.g. ASC 606) is highly desirable; experience selling software is a bonus.
• Ability to draft and interpret commercial contracts and advise on complex pricing and licensing situations.
• Proficiency with agentic workflows and prompt engineering, and the ability to audit automated pricing models.
• Proven ability to negotiate internally and externally, and to communicate complex deal structures to technical and executive stakeholders.
• Mandarin or Japanese is beneficial for APAC markets.