Senior Manager, Deal Desk & Pricing (m/f/d)

About the Role at RobCo At RobCo, we develop AI-powered robotic systems that make industrial processes more autonomous, efficient, and scalable. Our Autonomous Manufacturing Platform combines modular industrial hardware with physical AI, enabling rapid deployment and continuous optimization in real production environments. With locations in Munich, San Francisco, and Austin, and backed by leading investors such as Lightspeed, Lingotto Innovation, and Sequoia, we are working to redefine industrial automation. At RobCo, we automate the ordinary, so humans can do the extraordinary. To achieve this, we are looking for an experienced Deal Desk leader to own the end-to-end deal lifecycle for our enterprise and strategic partner business — from pricing strategy and deal structuring through approvals, contracting, and bookings. This role sits at the intersection of Sales, Finance, Legal, and Product, and is one of the highest-leverage commercial roles in the company. Our deals are not simple. A typical enterprise opportunity involves modular hardware, software licenses, deployment services, and a multi-year RaaS subscription — often structured across multiple sites, multiple geographies, and multiple commercial models (RaaS, Sales+SaaS, OEM). Each one carries real revenue recognition, margin, financing, and risk implications. We need someone who can hold all of that in their head, move fast, and help our Sales team win — without giving away the business in the process. You will report to the CFO with a strong dotted line to the CRO, and you will partner daily with regional Sales leaders across DACH and North America, our Strategic Accounts team, Legal, Revenue Accounting, FP&A, and Product. Your Responsibilities - Own the deal desk function end-to-end. Be the single point of accountability for how deals are priced, structured, approved, and booked at RobCo. Build the playbooks, approval matrices, and SLAs that let Sales move fast on standard deals and bring the right rigor to non-standard ones. - Structure and quarterback strategic deals. Lead deal strategy on our largest and most complex enterprise opportunities and strategic partner deals (OEMs, integrators, channel) — including multi-site rollouts, frame agreements, pilot-to-scale conversions, and pricing for novel commercial constructs. - Own pricing strategy and execution. Maintain and evolve our pricing architecture across hardware, software, services, and RaaS subscription components. Run discounting governance, list price reviews, and packaging changes. Build the pricing intelligence (win/loss, deal economics, competitive benchmarks) that informs both individual deal decisions and broader commercial strategy. - Be the commercial guardrail. Translate our financial model — unit economics, gross margin targets, cash profile, RPO and ARR mechanics — into clear commercial guardrails that Sales can operate within. Escalate cleanly when deals push beyond them; help structure creative alternatives that meet customer needs without breaking the model. - Partner with Revenue Accounting on deal structure. Work hand-in-hand with our technical accounting team on revenue recognition implications under IFRS 15 / ASC 606 — lease vs. service classification, SSP allocation, variable consideration, contract modifications. Surface accounting consequences before contracts are signed, not after. - Run quote-to-cash. Own the operational backbone of how deals move from opportunity to booking — CPQ, approval workflows, order forms, and handoffs to Revenue, Deployment, and Customer Success. Drive cycle time down and deal quality up. - Build the team and the system. Hire a small, senior Deal Desk team across Munich and the US, and design the tooling and AI-leveraged workflows that let a lean function support a fast-growing global Sales org. We are biased toward systems and leverage over headcount. - Be a trusted advisor to Sales. Make our Sales team better at structuring deals, not just faster at getting