Deal Strategy Program Manager

Serve as a senior, trusted advisor to Sales leadership and cross-functional stakeholders on structuring and executing complex, non-standard, and high-value deals

Independently evaluate and resolve non-standard deal requests, driving cross-functional solutions across Sales, Finance, and Legal with minimal oversight

Own deals end-to-end through quoting, approval, contracting, and quote-to-cash — troubleshooting issues with Finance and Legal with urgency, accuracy, and attention to policy and business context

Ensure all transactions adhere to internal revenue recognition policies, escalating and resolving edge cases as needed

Present deal strategy recommendations and insights to senior stakeholders in a clear, concise, data-driven manner

Ensure deal data is complete and accurate in CRM, with a focus on data hygiene and process compliance

Reinforce and help enforce pricing and discounting governance, exercising judgment in gray areas rather than simply applying rules

Define requirements for system enhancements (e.g., CRM, CPQ) in partnership with systems and RevOps teams

Proactively identify friction in current processes and lead improvements — including automation and AI (e.g., AI-assisted contract review, quote generation, deal analytics) — to increase speed, consistency, and scale, and reduce manual effort

Own the optimization of policies, playbooks, and standard operating procedures for deal support, and lead their rollout and adoption across the global team

Act as a go-to resource for other analysts on sales operations planning, process, and execution

Informally mentor newer Revenue Operations Support Analysts on deal structuring, systems, and policy

Contribute to internal knowledge-sharing — documentation, training sessions, and onboarding materials — recommending process changes and leading training so improvements scale beyond a single deal

Business Degree

5-7+ years of experience (Deal Desk, Finance, Pricing or Sales Operations experience required), software industry experience preferred.

Demonstrated experience independently owning complex deals or projects, not just executing defined tasks

Experience supporting SaaS, cloud, or technology sales organizations

Strong fluency in systems like Salesforce, CPQ tools, and reporting platforms, with an eye toward data integrity for downstream reporting and forecasting

Sound judgment for navigating ambiguous or non-standard deal situations, knowing when to escalate versus resolve independently

A track record of recommending and helping implement process or policy improvements

Contract management and negotiation experience strongly preferred

Strong analytical and problem-solving skills with first-principles thinking

Self-starter mentality with a proactive eagerness to learn, mentor others, and level up the revenue operations team

Ability to manage multiple priorities and competing stakeholder needs in a fast-paced environment

Experience using or implementing AI or automation tools (e.g., generative AI, workflow automation, CPQ automation) to improve deal desk efficiency and accuracy a plus

We innovate with purpose. You’ll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As a member of the team, you will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions.

We prioritize career development. At DO, you’ll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education. All employees have access to LinkedIn Learning's 10,000+ courses to support their continued growth and development.

We care about your well-being. Regardless of your location, we will provide you with a competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences.

We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program.

DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.