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Technical Revenue Accounting Manager (Deal Desk)






San Mateo, CA, US


Exabeam is looking for a highly motivated and talented individual to join the Finance Team at its headquarters in San Mateo, CA. The Technical Revenue Accounting Manager (Deal Desk) is a highly visible role that will play a key role during customer contract negotiations, deal structuring and execution. This person will support the Sr Manager and be heavily involved in contract reviews during the deal negotiation process, including providing revenue guidance and determination on complex multiple element transactions.  The Technical Revenue Accounting Manager (Deal Desk) will interact extensively with executives and staff across sales, sales operations, legal, finance and professional service teams. 


    • Serve as a subject matter expert on revenue accounting during the deal negotiation process
    • Review non-standard contracts under negotiation and provide feedback and/or alternative contract language to legal team to ensure revenue can be recognized in accordance with US GAAP
    • Support business partners during deal negotiations; advise on transaction structure to align contract terms and business objectives on deals involving SaaS, on-premise software, hardware, and professional services
    • Review, research, respond to and facilitate approval of non-standard deal requests, including drafting commercial business terms for quotes, while ensuring that the company’s interests and customer needs are maintained
    • Proactively monitor sales pipeline and communicate with the worldwide sales team on an ongoing basis to identify deals that may require special attention due to complexity, size or other factors
    • Summarize and document key contract terms and related revenue treatment, including drafting audit-ready memos for significant non-standard sales contracts when required
    • Drive revenue recognition best practices to increase sales efficiency and effectiveness via informal feedback, sales training and enforcement of booking and revenue recognition practices and policies
    • Continually revise the deal desk revenue playbook to enable up-to-date, consistent processes
    • Assist Revenue Accounting team with ASC 606 deal documentation as needed
    • Complete ad hoc deal desk or revenue-related projects and analysis as required


    • CPA (active or inactive) preferred
    • 5+ years of experience in technology industry (with a combination of Big-4 and industry experience preferred) and minimum of 2 years in a revenue specific role
    • Significant contract review and technical revenue recognition experience
    • Detailed knowledge of relevant revenue accounting guidance under ASC 606 and applying to transactions for on-premise software, SaaS, hardware and professional services, including multiple elements
    • Experience with reading legal contractual language and drafting language as it pertains to revenue or finance issues
    • Experience with enterprise software selling process in both channel and direct sales models
    • Strong understanding of the quote-to-cash process
    • Must be a self-starter, high attention to detail, accustomed to working in a fast-paced environment
    • Excellent verbal, written and interpersonal communication skills
    • Bachelor’s degree in Accounting/Finance
    • Good knowledge of Salesforce, MS Office, and Google Docs
    • Flexibility to work extended hours during peak periods

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