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 an individual contributor and strategic partner on our Commercial Strategy & Operations team. This role owns the strategy and execution of Cresta’s complex, non-standard deals, acting as the quarterback from pricing to close.

Reporting to Raghu Somashekar, 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 role is based in India, working standard IST business hours (8:30 AM to 6:30 PM), with one late-day meeting or team call per week to stay connected with the broader Commercial Strategy & Operations team.

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 CPQ, 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
  • 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
  • Based in India, working standard IST business hours (8:30 AM to 6:30 PM) with availability for one late-day team call per week

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+ year-over-year growth and record-breaking quarters
  • Opportunity to operate at the center of commercial strategy and enterprise execution
  • Competitive compensation, equity, and comprehensive benefits

Compensation at Cresta

Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta.ai domain. Any outreach claiming to be from Cresta via other sources should be ignored. If you are uncertain whether you have been contacted by an official Cresta employee, reach out to recruiting@cresta.ai

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

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With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

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The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

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