Deal Strategy & Operations Manager, East Coast at Cresta

Cresta is on a mission to turn every customer conversation into a competitive advantage by unlocking the true potential of the contact center. Our platform combines the best of AI and human intelligence to help contact centers discover customer insights and behavioral best practices, automate conversations and inefficient processes, and empower every team member to work smarter and faster. Born from the prestigious Stanford AI lab, Cresta's co-founder and chairman is Sebastian Thrun, the genius behind Google X, Waymo, Udacity, and more. Our leadership also includes CEO, Ping Wu, the co-founder of Google Contact Center AI and Vertex AI platform, and CTO & co-founder, Tim Shi, an early member of Open AI. We’ve assembled a world-class team of AI and ML experts, go-to-market leaders, and top-tier investors including Andreessen Horowitz, Greylock Partners, Sequoia, and former AT&T CEO John Donovan. Our valued customers include brands like Intuit, Cox Communications, Hilton, and Carmax and we’ve been recognized by Forbes and Bain Consulting as one of the top private AI companies in the world. Join us on this thrilling journey to revolutionize the workforce with AI. The future of work is here, and it's at Cresta. About the Role: Cresta is seeking a Deal Strategy & Operations Manager on the East Coast to serve as a senior individual contributor and strategic partner on our Commercial Strategy & Operations team. This role owns the strategy and execution of Cresta’s most complex, non-standard enterprise deals, acting as the quarterback from quote to close. Reporting to Lauren Jungers, Sr. Director of Commercial Strategy & Operations, this role works closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta’s long-term business interests. This is an individual contributor role (no direct people management). What You’ll Do Deal Strategy & Execution • Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions • Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience • Own approval workflows and act as escalation owner from first quote through final signature • Translate deal data, discount trends, and outcomes into actionable insights • Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy • Ensure deal structures align with revenue recognition principles and company financial goals Process & Systems Modernization • Drive end-to-end improvements across the quote-to-cash lifecycle • Define business requirements and partner with systems teams on Subskribe, CLM, and Salesforce enhancements • Lead UAT and rollout of new deal processes and tooling • Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives • Standardize and document workflows to enable speed and scale Enablement & Advisory • Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy • Contribute to and maintain a self-service Deal Strategy Playbook What We’re Looking For: • 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations • Proven ownership of complex enterprise SaaS deals from quote to cash • Hands-on experience administering or optimizing CPQ tools (Subskribe preferred) • Strong Salesforce fluency across quoting, approvals, and deal reporting • Solid understanding of enterprise SaaS contracting concepts (order forms, MSA, DPA, SOW) • Exceptional communication skills with high emotional intelligence; able to influence without authority • Comfortable navigating ambiguity and making judgment calls in fast-paced environments Nice to Haves: • Salesforce Admin experience or certification • Legal, contract management, or pricing strategy background • Prior sales or customer-facing experience Why Cresta: • Unicorn with backing from Andreessen Horowitz, Sequoia Capital, and Greylock • Strong enterprise traction with 20%+ of customers over $1M ARR • 2x+ year-over-year growth and record-breaking quarters • Opportunity to operate at the center of commercial strategy and enterprise execution • Competitive compensation, equity, and comprehensive benefits Perks & Benefits: • We offer Cresta employees a variety of medical, dental, and vision plans, designed to fit you and your family’s needs • Paid parental leave to support you and your family • Monthly Health & Wellness allowance • Work from home office stipend to help you succeed in a remote environment • Lunch reimbursement for in-office employees • PTO: Flexible Compensation at Cresta: Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. The posted base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family. Salary Range: $$140,000–$175,000 base + Offers Equity We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta.ai domain. Any outreach claiming to be from Cresta via other sources should be ignored. If you are uncertain whether you have been contacted by an official Cresta employee, reach out to [Upgrade to PRO to see contact]