Deal Desk Analyst, CPaaS

8x8, Inc. (NASDAQ: EGHT) believes that CX limits were meant to be shattered. We connect people and organizations through seamless communication on the industry's most integrated platform for Customer Experience—combining Contact Center, Unified Communications, and CPaaS APIs. The 8x8 Platform for CX integrates AI at every level to enable personalized customer journeys, drive operational excellence and insights, and facilitate team collaboration.

We help customer experience and IT leaders become the heartbeat of their organizations, empowering them to unlock the potential of every interaction. With one platform, one ecosystem, and one data model, you can turn every team into a customer-facing team and unify your CX to conquer the complexity.

As an organization, we are looking for Team8s who are AI-proficient, open to innovation, and skilled in leveraging AI for efficiency and growth.

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About the Role

The Deal Desk Analyst plays a key role in accelerating sales by ensuring that complex deals are structured, priced, and approved efficiently. This position partners closely with Sales, Finance, Product to provide pricing guidance, enforce policies, and help design creative but compliant solutions that balance customer needs with company profitability. You will act as a trusted advisor to the sales team, supporting the CPaaS go-to-market motion with speed, accuracy, and governance.

Key Responsibilities

Deal Structuring & Pricing

• Partner with Sales on deal structuring, ensuring pricing and terms are competitive yet profitable.
• Provide analysis and recommendations on discounting, margins, and commercial terms.
• Build pricing models and support custom bids for enterprise and strategic customers.
• Track and analyze pricing trends to ensure alignment with company goals.

Deal Review & Governance

• Review and validate quotes, proposals, and order forms for accuracy and compliance.
• Manage approval workflows and escalate exceptions to Finance, Product, or Legal.
• Ensure deals adhere to internal policies and approval matrices.

Sales Enablement & Support

• Provide real-time support to sales reps during deal cycles, helping them navigate approvals and pricing requests.
• Create and maintain deal desk playbooks, approval guides, and pricing templates.
• Train sales teams on quoting tools, pricing rules, and process changes.

Analytics & Insights

• Track KPIs such as discounting, win rates, deal velocity, and average deal size.
• Deliver insights to Sales Leadership on trends and opportunities.
• Support annual/quarterly pricing updates and new product rollouts.

Qualifications

Experience & Knowledge

• Bachelor's degree.
• Experience in Deal Desk, Pricing, Sales Operations, or Revenue Operations (CPaaS, SaaS, or telecom experience highly preferred) is a plus.
• Proficiency in Excel/Google Sheets modeling skills required.
• Solid understanding of SaaS/usage-based and tiered pricing structures.

Skills & Competencies

• Analytical & financial acumen: Skilled at modeling pricing scenarios, understanding margins, and balancing profitability with competitiveness.
• Process discipline: Able to manage structured approvals and enforce compliance consistently.
• Attention to detail: Ensures accuracy in quotes, terms, and data inputs.
• Problem-solver: Creative in structuring deals to meet customer needs while protecting business value.
• Communication skills: Able to explain pricing, policies, and trade-offs to both sales reps and executives.

Character & Personality Traits

• Trusted advisor: Viewed as a partner by Sales, not just a gatekeeper.
• Collaborative: Works seamlessly across Sales, Finance, Legal, and Product.
• Calm & decisive: Handles high-stakes, time-sensitive deals without losing focus.
• Integrity-driven: Upholds policies and ensures compliance, even under pressure.
• Proactive & curious: Looks for trends, challenges, and opportunities to improve pricing and processes.

8x8 is proud to provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

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