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

About the Role at RobCo

At RobCo, we don’t just build robots, we are redefining the relationship between hardware and AI. Our end-to-end solutions seamlessly combine advanced, scalable industrial hardware with a central software suite powered by Physical AI to make manufacturing truly autonomous, efficient, and scalable. By delivering field-ready robotic solutions that just work, we empower industrial companies to automate without complexity and successfully solve the global labor shortage.

With locations in Munich and Austin, and backed by leading global investors such as Lightspeed, Lingotto Innovation, and Sequoia, we are redefining Autonomous Industrial Robotics.

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 them approved. Coach AEs and regional leaders on commercial constructs, negotiation tactics, and deal economics.

We're looking for someone who has:

• 8+ years of progressive commercial / deal desk / pricing experience, with at least 3 years leading a Deal Desk function at a high-growth SaaS, hardware, or hardware-as- a-service company.

  • Direct prior Deal Desk experience is required — ideally covering both enterprise customer deals (multi-year, multi-site, complex commercial constructs) and strategic partner / channel deals (OEM agreements, reseller programs, integrator partnerships).

  • Software-as-a-service and Hardware background strongly preferred — robotics, industrial equipment, capital equipment leasing, IoT, medical devices, or similar. You understand the economics of physical product businesses: BOM cost, deployment cost, residual value, asset financing, and the difference between selling a box and renting one.

  • Strong pricing background. You have owned pricing strategy and execution — not just discounting governance — at a comparable company. You can move fluently between unit economics, packaging architecture, and competitive positioning.

  • Demonstrated fluency with subscription and multi-element commercial models — RaaS, equipment-as-a-service, SaaS, hardware-plus-services bundles. Comfortable working with revenue accounting on the IFRS 15 / ASC 606 implications of deal structure.

  • Experience operating in a multi-region environment, ideally across DACH and North America, and comfort working in both English and German.

  • Strong command of CPQ, CRM, and quote-to-cash tooling (Salesforce, Salesforce CPQ / DealHub / Conga, or equivalents). Experience designing and implementing CPQ and approval workflows from scratch is a plus.

  • A genuine systems and AI mindset. You have built lean commercial functions, automated approval and pricing workflows, and are actively experimenting with AI in your day-to-day work. You see headcount as the last resort.

  • The judgment, presence, and credibility to push back on a regional VP of Sales on a Friday afternoon at quarter-end — and the commercial creativity to find a way to get the deal done anyway.

  • Comfort with ambiguity and a fast-moving Series C environment. You are energized by building, not just running.

Why join RobCo?

• Develop modular, software-defined robotics solutions with us that set new standards in automation.

• Help us build robots equipped with state-of-the-art AI that perceive their environment, analyze data, and make intelligent decisions in real time.

• As part of a very dynamic and fast-growing scale-up, you will take on responsibility from day one, drive your own projects, and see the direct impact of your work.

• Flat hierarchies, open communication, and regular 360° feedback enable fast decisions and support your professional and personal development.

• Work out across Germany in over 7,200 studios with our subsidized Wellpass membership.

• Flexible working hours, a modern office, and—depending on the role—the option to work from home.

• Regular team events—from relaxed beer & pizza nights on the rooftop terrace to shared experiences on ski trips or at Oktoberfest.

About RobCo

RobCo was founded in 2020 in Munich and leads the transition toward fully Autonomous Industrial Robotics. Powered by cutting-edge Physical AI, our solutions seamlessly combine a scalable hardware architecture with intelligent software to eliminate operational complexity and solve the industrial labor shortage.

Through an innovative Robotics-as-a-Service (RaaS) model, RobCo empowers manufacturing enterprises to automate high-impact tasks while shifting heavy upfront CapEx into predictable, risk-free operating expenses. Today, our field-ready solutions safely and efficiently automate complex industrial workflows, such as machine tending, palletizing, dispensing, and welding.

RobCo is a fast-growing scale-up operating across Europe and the US, with dynamic teams in Munich, San Francisco, and Austin. Backed by premier global venture capital firms, including Lightspeed, Lingotto Innovation, and Sequoia, we offer an environment where builders, innovators, and thinkers can see the direct impact of their work every day.

Don’t meet every single requirement? If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

At RobCo, applicants are selected regardless of ethnic origin, religion, gender, age, disability, or sexual orientation. All decisions throughout the recruitment process are based solely on applicants’ qualifications, skills, knowledge, and experience, as well as relevant business requirements.