Deal Strategy & Operations Manager

Cresta unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. Cresta’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world’s leading companies, including United Airlines, Cox Communications, and Marriott, use Cresta to power world-class customer experiences every day. 

Born from the Stanford AI Lab, Cresta has raised more than $270 million from the world’s leading investors, including a16z, Greylock, and Sequoia. Cresta’s leadership includes some of the leading minds in AI today. Our CEO, Ping Wu , founded and led Google's Contact Center AI and Vertex AI platforms before joining Cresta to build the future of AI-driven customer experiences.

Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at Cresta.

About the Role:

Cresta is seeking a Deal Strategy & Operations Manager 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+ …