Job Description
At TRG, we have been securing better lives for the last 9 years. TRG enables silo elimination and AI in one of the most complex operational sectors in the world of intelligence. Our platforms empower sovereign nations and government entities to combat crime and terror through AI-driven data fusion, analytics and intelligence capabilities. TRG deploys on-premise or air-gapped, is sovereign by design, and is operational within days.
About the role
You are the commercial backbone of our B2G sales teams and the owner of the deal process. Every proposal passes through you before final approval. You build quotes, check contracts and terms, and help sales managers move their deals forward across our three deal types: silo replacement, multi-silo stack consolidation, and project-based analytics displacement, including national-scale programs.
You also run the weekly numbers behind the pipeline, so that leadership and Finance can rely on them. Sales managers own their deals and their CRM records; you check them and follow up.
What you will do
Quotes and pricing
- Build fast, repeatable quotes and proposals with the calculator and templates: silo swap-outs, multi-silo consolidation cases and multi-year structures for larger programs.
- Prepare consolidation cases that compare a customer’s existing contracts with a single TRG platform.
- Handle multi-currency pricing, payment terms, and licensing, support and deployment structures; model partner and integrator margins.
- Build proposal templates for the different use cases in the region.
Approvals and contracts
- Give the first approval on every proposal: products, scope, price, payment terms and terms and conditions, checked against the price list, the calculator and company policy. Flag any discount or non-standard term for approval under the approval matrix. Finance, Legal and sales leadership give the final approval.
- Maintain the approval matrix (discounts, payment terms, liability, non-standard terms) and a library of standard terms and approved fallback positions.
- Review contracts, purchase commitments, partner and exclusivity terms with Legal, and flag anything non-standard.
- Run end-user, channel, KYC, sanctions and export-control checks with Legal before a deal goes ahead.
- Prepare the commercial and pricing side of tenders: price sheet, commercial inputs and deadlines, together with the sales manager.
- Respond to every quote and approval request within 2 working hours, or within 2 hours of the start of the next business day if it arrives out of hours.
Deal process
- Own the deal process from first request to signed deal. Track proposals that were sent but have no answer from the customer, remind the sales manager to follow up, and flag stuck deals to the sales manager and the head of department.
- Check that deal records in the CRM (Asana for now) are complete: stage, value, close date and documents (proposal, end-user statement, purchase order). Return gaps to the sales manager, who owns and updates the record.
- Respond to new website requests and route them to the right sales manager under the lead registration process.
- After a deal is signed, check that the full document set is in place for Finance and Delivery.
Sales operations
- Build the weekly pipeline and forecast, including the investor pipeline report. Check every figure and submit it for review and sign-off by the head of department.
- Run daily sales reporting: check that sales managers send their daily summaries, and send the daily summary to leadership.
- Check pipeline data every week against the pipeline rules (stages, close dates, evidence), and follow up with sales managers on gaps and stale deals.
- Report monthly on win rates, discount levels, deal cycle times and margin by region.
- Support the company revenue forecast with Finance, and reconcile renewals with Finance’s ARR file.
- Maintain the price list and the proposal calculator with Product and Finance, and administer Asana as the sales tool. Help bring in the new CRM in 2027.
What you bring
- 2–4 years in deal desk, sales operations, revenue operations, contract administration or commercial finance, ideally in B2G, cyber or security software
- Working knowledge of commercial terms: payment terms, licence and subscription models, multi-year and multi-currency pricing
- Strong Excel and Google Sheets, with confidence in building pricing models and reports; experience with a CRM (Salesforce, Asana, HubSpot or similar)
- Accuracy under time pressure, and the confidence to say no with data and still help find a way to yes
- Comfort working with senior stakeholders on fast timelines
- Fluent English
Nice to have
- Experience with government buyers, public procurement, resellers and channel partners
- CPQ tools
- Using AI tools for reporting and data checks, and checking their output
- Investor or board reporting; experience of a CRM implementation
- Additional European languages; eligibility for national security clearance
