VP of sales
Revenue operations manager
Sales director
Finance controller
Deal desk manager
Chief revenue officer
When deals exceed standard pricing or discount thresholds. When non-standard terms or commitments are requested. When deal size requires management authorization. When strategic or enterprise deals need cross-functional alignment. Ideal for B2B sales organizations, enterprise software companies, and any business with complex deal structures.
Sales representatives submit deals for approval. Sales managers validate deal strategy and customer fit. Finance reviews pricing and profitability. Legal evaluates non-standard terms. Deal desk coordinates the approval process. Leadership authorizes significant or strategic deals.
Faster deal velocity through streamlined approval paths for standard deals Protected margins by ensuring pricing discipline across the sales organization Reduced deal risk through structured review of terms and commitments Clear deal accountability with documented authorization for every transaction
Your version of this process may vary based on roles, systems, data, and approval paths. Moxo's flow builder can be configured with AI agents, conditional branching, dynamic data references, and sophisticated logic to match how your organization runs this workflow. The steps below illustrate one example.
Deal submission
The process begins when a sales representative submits a deal for approval, including customer details, pricing, discounts, terms, and any non-standard requests. AI agents may validate completeness and flag parameters outside standard ranges.
Initial deal review
Sales management reviews the deal for strategic fit, discount justification, and competitive positioning. They validate the discount rationale and confirm the deal aligns with account strategy. Standard deals may advance automatically.
Financial analysis
Finance evaluates deal profitability, payment terms, and revenue recognition implications. They assess whether the deal meets margin thresholds and flag any financial risks. Deals below profitability targets may require additional justification.
Terms and legal review
For deals with non-standard terms, legal reviews contractual language, liability provisions, and compliance requirements. They approve terms or specify required modifications before the deal can proceed.
Final authorization
Based on deal size and complexity, final authorization is provided by the appropriate authority level. Approved deals are released for contracting and fulfillment. The complete approval record is preserved with the deal.
This process relies on deal details, pricing guidelines, discount matrices, and customer information. Triggers include CRM opportunity stage changes or manual submission. Integration with CRM platforms like Salesforce, CPQ tools, and contract management systems ensures deal data flows accurately.
Key decision points include determining whether discounts are justified, whether terms are acceptable, whether profitability meets thresholds, and whether the deal requires escalation to higher authority.
Deals approved without proper margin analysis eroding profitability. Non-standard terms approved without legal review creating risk. Approval bottlenecks causing deals to stall and customers to disengage. Inconsistent discount approvals undermining pricing discipline.
Orchestrates deal review across sales, finance, and legal with parallel approval paths where appropriate
AI agents validate deal parameters and flag exceptions requiring attention
Routes deals to appropriate authority levels based on size, discount, and term thresholds
Maintains complete deal approval records for audit and sales performance analysis
