Job Description
At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!
The Senior Deal Operations Specialist is a crucial part of a high-performing team responsible for enabling efficient, accurate, and strategic deal execution across the sales organization. This role’s main focus is Deal Desk Operations (driving deal strategy, pricing approvals, and contract redlines). During Month & Quarter end this role will support the Ready-to-Close process and provide quoting support)
This team member ensures operational excellence while partnering cross-functionally with Sales, Finance, Legal, RevOps, and Marketplace teams to accelerate revenue and mitigate risk.
Responsibilities
Operational Team Lead
Help lead & coach the team on Deal Operations, Deal Desk functions, and best practices.
Drive a culture of accountability, continuous improvement, and customer-centric support.
Monitor team workload and capacity, ensuring balanced distribution of cases and
identifying opportunities to optimize workflows and eliminate bottlenecks.
Collaborate with cross-functional stakeholders (Sales, Legal, Finance, Product) to resolve systemic issues and improve handoffs between teams.
Lead initiatives to automate repetitive tasks and implement tools that enhance team productivity and reduce manual work.
Monitor deal cycle times, approval turnaround, and booking accuracy.
Order Operations Oversight
Ensure accurate and timely quoting support for Sales, including complex pricing structures.
Maintain data integrity within CRM and quoting systems.
Identify and eliminate process bottlenecks to improve deal velocity.
During Month & Quarter end help with the Ready-to-Close (RTC) process to ensure deal accuracy, completeness, and policy compliance prior to booking.
Sr Deal Desk Functions
Partner with Sales on deal structuring and strategy to optimize revenue, margin, and customer outcomes.
Review and approve pricing exceptions, non-standard terms, and discount structures in alignment with company policies.
Lead commercial risk assessment and escalation for complex or strategic deals.
Collaborate with Legal on contract redlines and negotiations to balance risk mitigation with deal acceleration.
Ensure pricing governance and approval workflows are consistently followed.
Qualifications
7+ years of experience in Deal Desk & Revenue Operations.
Strong understanding of SaaS pricing models, contract structures, and revenue recognition principles.
Experience supporting cloud marketplace transactions (e.g., AWS, Azure, GCP) preferred.
Demonstrated ability to influence senior sales leadership and cross-functional stakeholders.
Strong analytical skills and experience working with CRM and CPQ systems.
Excellent communication, negotiation, and problem-solving skills.
Contract and legal acumen including understanding of commercial contract structures (MSAs, Order Forms, amendments), ability to interpret and negotiate standard terms
Commercial judgment to balance customer requests against company policy and profitability, discern when to escalate vs resolve independently, and assess risk for non-standard deal terms
Salesforce and CPQ proficiency including expert-level navigation, configuration, quoting, pricing logic, troubleshooting, and report building
Negotiation and influence skills to push back professionally on unreasonable requests and influence sales, legal, and finance stakeholders toward optimal solutions
Revenue operations and finance knowledge including revenue recognition principles, quote-to-cash processes, pricing and licensing models, and deal structuring for clean bookings
Communication skills with clear written communication, ability to explain complex concepts simply, professional tone in difficult conversations, and active listening
Problem-solving and critical thinking with analytical mindset to diagnose issues, creative solutions within constraints, and ability to work through ambiguity
Attention to detail through meticulous contract and quote review, ability to spot inconsistencies, and quality control to prevent downstream issues
Stakeholder management including managing expectations across functions, building credibility and trust, and navigating organizational dynamics with partnership mindset
Ownership and accountability by taking responsibility for outcomes, following through without reminders, proactively identifying issues, and maintaining bias toward action
What to Expect
First 30 Days Goal: Build context, establish credibility, and support execution
Key Accomplishments:
Develop deep understanding of:
Deal Desk workflows, approval matrices, and pricing policies
CRM/CPQ systems, quoting processes, and contract structures
Revenue recognition principles and quote-to-cash lifecycle
Shadow and begin supporting:
Deal reviews, pricing approvals, and contract redlines
Month/quarter-end Ready-to-Close (RTC) processes
Build cross-functional relationships with:
- Sales, Finance, Legal, RevOps, Marketplace teams
Start contributing to:
Basic deal structuring and quoting support
Identifying early inefficiencies or friction points
Demonstrate:
Strong attention to detail in quote/contract review
Responsiveness and reliability in deal support
60–90 Days
Goal: Operate independently and begin driving improvements
Key Accomplishments:
Independently manage:
Complex deal reviews, pricing exceptions, and approvals
Contract redlines in partnership with Legal
Act as a trusted advisor to Sales on:
Deal structuring and pricing strategy
Discounting and non-standard terms
Lead or co-lead:
Commercial risk assessments for strategic deals
Escalations with clear recommendations
Improve operational efficiency by:
Identifying bottlenecks in deal cycles and RTC process
Proposing process improvements or quick wins
Support team effectiveness:
Help balance workload and mentor junior team members
Reinforce best practices and policy adherence
Begin tracking and analyzing:
- Deal cycle times, approval SLAs, and booking accuracy
6–12 Months
Goal: Drive scalable impact, lead initiatives, and influence strategy
Key Accomplishments:
Become a go-to expert in:
Deal strategy, pricing governance, and contract negotiations
SaaS and marketplace deal structures (AWS, Azure, GCP if applicable)
Lead major initiatives:
Automation of repetitive Deal Desk workflows
Enhancements to CPQ/CRM processes and tools
Improvements to RTC process and forecasting accuracy
Drive measurable improvements in:
Deal velocity (reduced cycle times)
Approval turnaround times
Booking accuracy and compliance
Influence cross-functional strategy by:
Partnering with Sales leadership on pricing frameworks
Collaborating with Finance on margin optimization
Working with Legal to streamline contract standards
Establish scalable best practices:
Standardize deal review processes and playbooks
Improve pricing governance and approval consistency
Mentor and coach:
Coach team members on deal structuring and negotiation
Help shape team culture around accountability and excellence
Docker does not offer visa sponsorship for this role.
We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
Perks
Freedom & flexibility; fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
Home office setup; we want you comfortable while you work
16 weeks of paid Parental leave
Technology stipend equivalent to $100 net/month
PTO plan that encourages you to take time to do the things you enjoy
Training stipend for conferences, courses and classes
Equity; we are a growing start-up and want all employees to have a share in the success of the company
Docker Swag
Medical benefits, retirement and holidays vary by country
Remote-first culture, with offices in Seattle and Paris
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.
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