Senior Manager, Deal Desk

Deepgram is bringing the world’s most natural interface, voice, to the technology we use every day. Our speech models and real-time infrastructure power AI systems that keep up with the way people actually speak. More than 5,000 organizations run conversational voice AI on Deepgram in production, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Cresta, Granola, and Jack in the Box.

The Deepgram Voice Agent Platform brings together speech-to-text, text-to-speech and speech-to-speech, with voice-native foundation models available through cloud APIs or self-hosted and on-premises deployments. Built for accuracy, low latency and cost efficiency, Deepgram makes high-quality voice experiences practical to build and run at scale. More than 650,000 developers have used Deepgram to process more than 200,000 years of audio. Every day, more of the world’s conversations with AI run on our models.

Operating Principles:

Deepgram is a research company that productizes as fast as possible. Four Operating Principles shape how we think, decide, and work together:

1. Compress before you communicate. You think it through first, then lead with the bottom line.

2. Resist entropy. You question what already exists before adding more process or tools.

3. Solve the category. You fix recurring problems at the source, not one case at a time.

4. Work at the frontier. You go after problems no one has solved yet.

We look for people who already work this way, and these principles shape how we grow and evaluate our team.

We build AI that millions of people talk to, and we run the company the same way. AI is how we centralize work here, and is core to how we operate.

That means more than using the tools. We expect you to

• Build, not just use. Design your own workflows and agents, and use AI to remove whole categories of work instead of doing the same work faster.

• Own the output. AI can speed up the work. It doesn’t make anyone less accountable for it. You understand, verify, and stand behind everything you share, including what an agent produces for you.

• Spend the time you get back at the frontier. The capacity AI creates goes toward problems no one has solved yet.

• Keep pace. Models and tools change every month, and so will your work. You adopt what’s new quickly and drop what no longer earns its place.

We judge AI by what it helps you deliver and whether you stand behind the result, not by how often you use it. In interviews, expect to walk us through a workflow you built and where you drew the line between AI and your own judgment.

Deepgram is hiring a Senior Manager, Deal Desk to build our deal desk from the ground up and run it. Deepgram is a usage-based voice AI platform (speech-to-text, text-to-speech and the Voice Agent API), sold through self-serve plans, enterprise commitments and cloud marketplaces. You'll report to the Chief Accounting Officer and work daily with leaders in Sales, Customer Success, Product and Finance.

The desk is not a control function. Its job is to help Sales win better deals faster, at prices we can defend.

What you'll do

• Build the desk: approval matrix, pre-approved playbook, and credit and promo guidelines, so most deals need no approval.

• Run it day to day: review non-standard deals and give same-day answers.

• Shape large deals early: commitment size, ramps, product mix and terms.

• Partner with Product and sales leadership on pricing and packaging.

• Build pricing insight: deal margin, realized discount, and win rate by discount band.

• Keep deals clean and audit-ready, with approvals and terms recorded in Salesforce.

• Use AI to run the desk: an agent does the first-pass review; you make the call and improve the rules.

• Build out CPQ in Salesforce so the playbook and approvals live in the quote.

• Partner with Customer Success on renewals at first, then take ownership of renewals as the desk matures.

What you'll need

• 6+ years in deal desk, deal strategy or pricing at a B2B technology company, with 3+ running a desk.

• Usage-based pricing experience: commitments, credits, overage, ramps and rollover.

• A desk, matrix or playbook you built that sales adopted.

• Financial fluency, including how deal terms affect revenue recognition.

• Hands-on experience building Salesforce CPQ, plus SQL.

• Credibility with sales executives, clear writing, and an AI-native way of working you can show.

Nice to have

• Infrastructure, API or AI company experience.

• Pre-IPO experience.

• Cloud marketplace private offers (AWS, GCP, Azure).

• Has owned or run renewals.

Notice: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to careers@deepgram.com.