Deal desk manager
Revenue operations director
Sales operations lead
Pricing manager
VP of sales
Finance business partner
When deals require non-standard pricing or discounts. When complex product configurations need validation. When multi-year or enterprise agreements require structured review. When deals involve special terms or commitments. Ideal for technology companies, enterprise sales organizations, and any business with configurable offerings.
Sales representatives submit deals to deal desk. Deal desk analysts review pricing, configuration, and terms. Finance partners validate profitability and revenue recognition. Legal reviews non-standard terms when required. Deal desk managers authorize within their limits and escalate as needed.
Pricing consistency across deals through centralized review Faster complex deal closure with dedicated expertise and clear process Reduced revenue risk by validating configurations and terms before commitment Sales team efficiency by offloading deal structuring to specialists
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 desk submission
The process begins when a sales representative submits a deal to deal desk, including customer requirements, proposed pricing, configuration details, and any special requests. AI agents may pre-populate deal analysis templates and flag common issues.
Deal analysis
Deal desk analysts review the deal structure, validate configuration feasibility, and assess pricing against guidelines. They calculate deal metrics including discount depth, margin impact, and competitive positioning. Analysis findings are documented.
Cross-functional coordination
For complex deals, deal desk coordinates with finance for profitability review, legal for term approval, and product for configuration validation. Each function provides input within their domain. Issues are resolved collaboratively.
Deal structuring and optimization
Deal desk may recommend alternative structures that better meet customer needs while protecting margins. They work with sales to refine the deal before final approval. Optimization recommendations are documented.
Authorization and release
Deal desk provides approval within their authority or escalates to appropriate leadership. Approved deals are released with documented pricing, terms, and any conditions. The deal package is handed off for contracting.
This process relies on deal requests, pricing tools, configuration data, and approval guidelines. Triggers include sales rep submissions, CRM stage changes, or quote requests. Integration with CPQ systems like Salesforce CPQ or DealHub, pricing databases, and CRM platforms supports deal desk operations.
Key decision points include determining whether the deal structure is viable, whether pricing meets profitability thresholds, whether terms are acceptable, and whether the deal requires executive escalation.
Deal desk bottlenecks slowing sales velocity. Inconsistent analysis across deal desk team members. Approved deals with configuration errors causing delivery issues. Lack of feedback loops to improve pricing guidance.
Orchestrates deal desk review across analysts and functions with structured handoffs
AI agents prepare deal analysis and flag common issues for attention
Coordinates cross-functional input from finance, legal, and product
Tracks deal desk metrics for capacity planning and process improvement
