Sr. Manager, Finance Deals Desk

Overview

In this role you will lead Fortinet’s Finance Deals Desk to accelerate high-value sales through a unified, data-driven commercial framework. You partner with Sales and Finance to standardize approvals, triage deals rapidly, and govern decision matrices for global transactions. You will drive consistency, risk-based decision making, and efficient order-to-cash through cross-functional collaboration. This is a senior IC role focused on scaling a strategic function that supports profitability and rapid deal execution.

Responsibilities

• Act as the primary financial advisor on large, complex, and non-standard transactions to optimize profitability and compliance.
• Lead the deal review process using a unified framework to assess margins, discounting, and renewals for economic risk.
• Serve as escalation point for high-risk or non-standard deals with concise risk assessments for executives.
• Champion rapid triage methodologies to classify deals and streamline approvals for sales focus.
• Partner with Finance and Operations to refine decision matrices and threshold-based routing aligned with financial goals.
• Establish and monitor KPIs for deal velocity, approval consistency, and risk mitigation.
• Drive cross-functional alignment with Legal, Revenue Recognition, Order Management, and other teams for a smooth order-to-cash cycle.
• Sustain Field Sales accountability across deal lifecycles and ensure timely cross-functional delivery.

Key requirements

• 7-12+ years in deal desk, sales finance, or revenue operations within a global tech or cybersecurity company, proven senior IC experience.
• Extensive experience executing structured, rules-based commercial frameworks with focus on margins, discounts, and terms.
• Deep knowledge of hardware/software selling models (SaaS, subscription, term, perpetual, etc.).
• Strong understanding of ASC 606 software revenue recognition and impact of non-standard terms.
• Proficiency with Salesforce (SFDC) and advanced Excel.
• Strong cross-functional collaboration, influencing, and accountability skills.
• Excellent communication skills to explain complex financial concepts to executives, sales, and operations.

• cross-functional influencing
• problem-solving
• clear communication
• Salesforce (SFDC)
• Microsoft Excel
• ASC 606 knowledge

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