Senior Commercial Desk Manager

# **Life at UiPath** The people at UiPath believe in the transformative power of automation to change how the world works. We’re committed to creating category-leading enterprise software that unleashes that power. To make that happen, we need people who are curious, self-propelled, generous, and genuine. People who love being part of a fast-moving, fast-thinking growth company. And people who care—about each other, about UiPath, and about our larger purpose. Could that be you? # **Your mission** The Senior Commercial Desk Manager is the front-line commercial expert for a designated sales area. As an individual contributor, this role is the primary Commercial Desk point of contact for Sales teams in their geo owning the structuring, review, and approval of complex contracts, managing commercial exception handling, and ensuring deal quality and policy compliance from first submission through to close. This is a high-volume, high-judgment role that requires deep product and commercial knowledge, strong partnership with Sales, and the ability to make sound decisions independently on non-standard deal structures, escalating the most complex cases. **What makes this role distinctive?** A Senior Commercial Desk Manager at UiPath is not an order takers or a process administrator. They are a trusted commercial expert whom the Sales teams rely on to get complex deals across the line. You will own your region, build deep relationships with the Sales community, and develop genuine expertise in UiPath's commercial model, systems, and policies. The role offers high autonomy, high visibility into strategic deals, and a direct path to broader commercial leadership. # **What you'll do at UiPath** - **Quote Review & Commercial Structuring** - Own end-to-end review of quotes for your geo. To include Enterprise License Agreements, consumption unit deals, ramp structures, multi-year arrangements, and partner/reseller transactions. - Validate quote configurations in Salesforce CPQ, ensuring accuracy of pricing, discounts, product entitlements, start/end dates, and commercial terms. - Structure complex deal mechanics (rollover rights, migration licenses, co-term expansions, discount locks) in line with company policy and financial guidelines. - Submit quotes and clause approvals through the Deal Hub and Icertis CLM (ICI) systems, providing clear approval justifications that document commercial rationale. - Act as first-line approver for geo-specific quote approvals within your delegated authority; escalate out-of-policy requests with a recommended position. - **Commercial Exception Handling & Deal Advisory** - Serve as the primary commercial advisor for Sales teams in your region responding to deal questions on pricing, discounting, terms, and policy interpretation in real time. - Evaluate non-standard customer requests (late start dates, custom commercial clauses, T&C redlines) and provide clear, fast guidance on what can be accommodated and under what conditions - Partner with Sales on large and strategic deals, contributing to deal structuring from early stages to ensure commercial viability before quotes are built. - Flag deals with ARR risk or policy exceptions and work with Sales to find compliant alternatives, escalating when leadership sign-off is required. - **CLM & Contract Commercial Review** - Review customer-initiated redlines to standard quote schedules and commercial clauses in Icertis CLM (ICI), assessing commercial impact and approving or rejecting within guidelines. - Coordinate with the Legal team when contract deviations require legal sign-off; ensure the commercial intent is accurately reflected in final agreement language. - Maintain awareness of standard agreement structures in your region (MSA, MPA, AAA, local country agreements, partner agreements) to identify deviations and assess risk. - **Deal Reviews & Regional Cadence** - Participate in weekly Regional Large Deal Review forums, presenting deal status, flagging risks,…