What's the right deal desk org design philosophy for a founder-led B2B SaaS company planning to scale from $5M to $50M ARR — should deal desk be a single generalist role or pre-built for a later bifurcation?
Quick take: Hire ONE generalist Deal Desk Manager at $5-8M ARR who does pricing, approvals, contract red-line coordination, and exception governance. At $15-25M ARR, hire a Senior Deal Desk lead and split the role into "Velocity" (high-volu…
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