Senior Manager, Deal Desk & Pricing (m/f/d)

About the Role at RobCo

RobCo is building the category of Autonomous Industrial Robotics and we're doing it fast. We believe that automating the ordinary frees humans to do the extraordinary, and we're building the end-to-end robotics infrastructure to make that possible - hardware, software, and AI in one stack that just works. At RobCo, we automate the ordinary, so humans can do the extraordinary. To achieve this, we are looking for an experienced Deal Desk leader to own the end-to-end deal lifecycle for our enterprise and strategic partner business - from pricing strategy and deal structuring through approvals, contracting, and bookings.

This role sits at the intersection of Sales, Finance, Legal, and Product, and is one of the highest-leverage commercial roles in the company.

Our deals are not simple. A typical enterprise opportunity involves modular hardware, software licenses, deployment services, and a multi-year RaaS subscription, often structured across multiple sites, multiple geographies, and multiple commercial models (RaaS, Sales+SaaS, OEM). Each one carries real revenue recognition, margin, financing, and risk implications. We are looking for someone who can navigate this complexity with confidence, keep pace with a fast-moving commercial team, and structure opportunities that win business and still look good a year from now.

You will report to the CFO with a strong dotted line to the CRO, and you will partner daily with regional Sales leaders across DACH and North America, our Strategic Accounts team, Legal, Revenue Accounting, FP&A, and Product.

Your Responsibilities

• Own the deal desk function end-to-end. Be the single point of accountability for how deals are priced, structured, approved, and booked at RobCo. Build the playbooks, approval matrices, and SLAs that let Sales move fast on standard deals and bring the right rigor to non-standard ones.
• Structure and quarterback strategic deals. Lead deal strategy on our largest and most complex enterprise opportunities and strategic partner deals (OEMs, integrators, channel) - including multi-site rollouts, frame agreements, pilot-to-scale conversions, and pricing for novel commercial constructs.
• Own pricing strategy and execution. Maintain and evolve our pricing architecture across hardware, software, services, and RaaS subscription components. Run discounting governance, list price reviews, and packaging changes. Build the pricing intelligence (win/loss, deal economics, competitive benchmarks) that informs both individual deal decisions and broader commercial strategy.
• Enable the commercial team. Translate our financial model - unit economics, gross margin targets, cash profile, RPO and ARR mechanics - into pricing, terms, and deal structures that enable our commercial team to move quickly and confidently on their own.
• Partner with Revenue Accounting on deal structure. Work with our accounting team on IFRS 15 / ASC 606 implications - lease vs. service classification, SSP allocation, variable consideration, contract modifications. Make the accounting implications visible while the deal is still being shaped.
• Run quote-to-cash. Own the operational backbone of how deals move from opportunity to booking - CPQ, approval workflows, order forms, and handoffs to Revenue, Deployment, and Customer Success. Drive cycle time down and deal quality up.
• Build the team and the system. Hire a small, senior Deal Desk team across Munich and the US, and design tooling and AI-leveraged workflows that let a lean function support a fast-growing global Sales org. We are biased toward systems and leverage over headcount.
• Be a trusted advisor to Sales. Partner with Account Executives and regional leaders to build deal-structuring capability across the sales organization, coaching on commercial constructs, negotiation strategy, and deal economics.

We're looking for someone who has:

• 8+ years of progressive commercial / deal desk / pricing experience, with at least 3 years leading a Deal Desk function at a high-growth SaaS, hardware, or hardware-as-a-service company.
• Direct prior Deal Desk experience - ideally covering both enterprise customer deals (multi-year, multi-site, complex constructs) and strategic partner / channel deals (OEM agreements, reseller programs, integrator partnerships).
• Software-as-a-service and Hardware background strongly preferred - robotics, industrial equipment, capital equipment leasing, IoT, medical devices, or similar.
• Strong pricing background. Experience owning pricing strategy and execution at a comparable company.
• Fluency with subscription and multi-element models - RaaS, equipment-as-a-service, SaaS, hardware-plus-services bundles. Comfortable with IFRS 15 / ASC 606 implications.
• Experience in a multi-region environment (DACH and North America) and comfortable working in English and German.
• Strong command of CPQ, CRM, and quote-to-cash tooling (Salesforce, Salesforce CPQ / DealHub / Conga, or equivalents). Experience designing and implementing CPQ and approval workflows from scratch is a plus.
• A genuine systems and AI mindset. Experience building lean commercial functions, automated workflows, and using AI in day-to-day work. Headcount is a last resort.

If this sounds like you, apply to join RobCo and help us automate the ordinary so humans can do the extraordinary.