About the Role
This position supports international sales operations by managing deal desk and renewal operations across EMEA, META, and APAC regions. The role improves operational efficiency, ensuring timely processing of quotes, orders, and contracts, while also maintaining Salesforce data quality. By providing this local support, sellers can conduct business without delays caused by time zone discrepancies.
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Schedule
- 3 days international hours (Monday, Tuesday, Thursday): 1pm - 9pm GST
- 2 days UAE business hours (Wednesday, Friday): 9am - 5pm GST
Key Responsibilities
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Deal Desk and Order Management
- Construct and revise quotes, route discount approvals, and assemble order packages.
- Validate purchase orders and bookings before they are recorded to ensure accurate forecasting.
- Process reseller and distributor orders along with associated paperwork.
- Manage quote-to-cash processes, particularly during quarter-end when timing is critical.
- Handle multi-currency and multi-entity quoting and manage service provider structures.
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Renewals Operations
- Maintain a rolling renewal book for the regions, tracking available renewals and their values.
- Build quotes and order packages for renewals, uplifts, and co-terminations, ensuring accuracy in records.
- Report on gross and net retention against the renewables base, visually separating contraction from total figures.
- Identify and surface risks of expiring contracts and stalled renewals early to enable proactive management.
- Collaborate with renewals and customer success leads for operational synergies.
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Contract and Procurement Coordination
- Oversee the flow of master service agreements and other contracts through various departments while tracking progress.
- Ensure procurement paperwork does not impede the sales process, particularly during high-stakes quarter-end periods.
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Salesforce and Data Quality
- Own Salesforce data quality, including territory administration, ownership, and opportunity hygiene.
- Create and manage reports and dashboards, making sure they are functional and utilized effectively.
- Assist sales teams with CRM inquiries on a daily basis to resolve issues promptly.
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Analysis and Reporting
- Produce weekly pipeline and forecast reports from raw data sources, ensuring accuracy.
- Track key metrics such as deal aging and conversion rates, providing insights into trends and patterns.
- Maintain clarity on agreed definitions and flag any ambiguities in forecast categorization.
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Channel and Partner Operations
- Support partner portal activities, including deal registrations and partner onboarding.
- Ensure partner-sourced revenues are accurately reported.
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Customer Provisioning
- Issue organization IDs and license keys promptly after approval and manage the activation process efficiently.
- Follow up on partner order paperwork to expedite access for customers.
How the Role Is Measured
- Turnaround time for international quotes and order packages (target: same-day).
- Accuracy of forecast and pipeline data, scrutinized by Finance and commercial leadership.
- Accuracy of renewal book and lead time for identifying risks.
- Timeliness of contract and procurement processes.
- Speed of customer provisioning following approvals.
Required Skills and Experience
- 3+ years in sales operations, revenue operations, deal desk, or renewals operations within a B2B software environment.
- Proficiency in Salesforce, including report generation and data management.
- Advanced Excel skills; SQL knowledge is a plus but not mandatory.
- Familiarity with quote-to-cash processes and contract literacy for coordination purposes.
- Command of SaaS commercial metrics such as ACV, TCV, and retention rates.
- Experience in identifying errors in data before leadership review.
- Fluent in English; knowledge of Arabic or other languages is advantageous.
- Must be based in Dubai and authorized to work there, with a work schedule aligned with regional needs.
Preferred, Not Required
- Experience with enterprise security or technically complex categories.
- Knowledge of public sector procurement in Gulf or APAC regions.
- Familiarity with channel selling through various partners.
- Experience with CPQ, partner relationship management, or customer success platforms.
- Background in building revenue operations functions in developing environments.
Logistics
- Occasional travel within regions for quarter-end support, team meetings, and partner events.
Compensation Transparency
- Compensation range: $100,000 - $130,000 USD.
- Actual base pay will vary based on location and candidate qualifications, in addition to benefits, a potential bonus, and/or equity.
