Manager Revenue Operations - Head of Deal Desk

Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture.

While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.

We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business.

As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need.

With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.

This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements. Please be advised that our preference will be for candidates local to our Schaumburg office. You must be available five days per week during designated work hours. The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary.

Position Summary 

The Manager, Revenue Operations will lead the strategy, governance, and execution of the company’s deal management function. This role is responsible for staging and gating deals to ensure commercial, legal, and operational readiness before execution. Leveraging strong financial acumen, revenue recognition expertise, and project management skills, this leader will drive efficiency, compliance, and deal velocity. The Manager will also partner with Sales to design and implement Mutual Engagement Plans (MEPs) that align all stakeholders around key milestones and responsibilities throughout the customer journey. 

Key Responsibilities 

Deal Governance & Staging/Gating 

• Own and enforce the deal staging and gating process, ensuring compliance with pricing, discounting, approval, and contracting policies. 

• Serve as the final checkpoint for deal structuring, ensuring all commercial, contractual, and operational requirements are met before execution. 

• Partner with Sales Leadership to ensure pipeline accuracy, forecast integrity, and deal readiness. 

Revenue Recognition & Financial Review 

• Review deals for compliance with revenue recognition rules (ASC 606) and internal accounting policies. • Collaborate with Finance to assess deal profitability, payment terms, and financial risk. 

• Recommend deal structuring alternatives that balance customer needs with company financial objectives. 

Mutual Engagement Planning 

• Partner with Sales to create and manage Mutual Engagement Plans (MEPs) for strategic deals, outlining key milestones, responsibilities, and timelines. 

• Monitor MEP progress to ensure commitments are met and proactively address potential risks or delays. 

• Leverage MEPs to align internal and customer stakeholders from deal qualification through implementation. 

Cross-Functional Collaboration 

• Partner with Legal to ensure contract terms protect company interests and align with risk tolerance. 

• Collaborate with Implementation to ensure operational readiness and seamless handoff post-signature. 

• Work closely with Sales Operations to maintain CRM accuracy and ensure adherence to approval processes. 

Leadership, Strategy & Project Management 

• Lead and develop a high-performing Deal Desk team, fostering a culture of accuracy, urgency, and partnership. 

• Apply strong project management discipline to complex deals, ensuring all dependencies, timelines, and deliverables are tracked and met. 

• Continuously refine deal policies, approval workflows, and automation tools to improve efficiency. 

• Act as a strategic advisor to Sales and Executive Leadership on complex deal structures and commercial models. 

Qualifications 

• Bachelor’s degree in Business, Finance, Accounting, or related field (MBA or CPA preferred). 

• 8+ years of experience in Deal Desk, Revenue Operations, or Finance, with at least 3 years in a leadership role. 

• Deep understanding of revenue recognition principles (ASC 606) and financial modeling. 

• Proven ability to design and enforce deal governance frameworks. 

• Strong project management skills with experience managing cross-functional initiatives. 

• Experience creating and executing Mutual Engagement Plans in a sales-driven environment preferred. 

• Strong negotiation, communication, and stakeholder management skills. 

• Proficiency in CRM (Salesforce preferred) and CPQ tools. 

Key Competencies 

• Financial Acumen: Ability to assess deal impact on revenue, margins, and cash flow. 

• Project Leadership: Skilled in planning, organizing, and executing complex cross-functional initiatives. 

• Risk Management: Adept at identifying and mitigating contractual and commercial risks. 

• Collaboration: Excels in cross-functional environments with dotted-line relationships. 

• Process Optimization: Continuously improves staging, gating, and approval workflows.

Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better.

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact accessibility@paylocity.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

The base pay range for this position is $94,000 - $160,000 /yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for an annual bonus and restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via www.paylocity.com/careers.