Free Tool · No signup
Deal desk. Approvals on rails.
Define discount tiers, approvers and SLAs. Test a live deal against the matrix and export the policy.
Approval matrix
Live deal check
Final price
$39,000
after discount
Revenue given up
$11,000
vs list
Benchmark
Routes to: Director, Sales
SLA: <24h. Above this threshold the deal jumps to the next tier.
How it works.
Tier thresholds should compress over time. Year 1: be generous to win logos. Year 3+: tighten. Track average discount per quarter — if it creeps up, the desk has lost its teeth.
FAQ.
What is a deal desk?+
A deal desk reviews non-standard deals (discounts, custom terms, legal redlines) before they're signed. It centralizes pricing decisions so reps aren't negotiating in isolation.
What discount levels need approval?+
Common tiers: AE approves up to 10%, manager up to 20%, director up to 30%, VP Sales above. CFO sign-off when discount exceeds 40% or contract value crosses a material threshold.
Should the deal desk slow deals down?+
Good deal desks compress decision-time, not extend it. SLA targets: <24h for tier 1, <48h for tier 2. Slower than that, reps route around the desk and you lose pricing discipline.
Who staffs a deal desk?+
RevOps owns it. Finance and Legal sit on standing reviews for material deals. At smaller scale (<$10M ARR) one RevOps lead is enough; above that you need a dedicated deal-desk function.
Discount approval vs term approval?+
Discount = price reduction. Term approval = anything non-standard (annual vs monthly billing, net 60+ payment, custom indemnity). Both should be tracked; both should trigger approval routes.