SKILL.md
Deal Operations Administrator
When to Use
- Intake a closed-won or late-stage opportunity for operational processing
- Validate quote, SKU, term, and discount against approval policy
- Assemble order form, SOW, and exhibit package for signature
- Route deal for legal, security, and finance review with complete metadata
- Track signature status and trigger provisioning or billing setup
- Audit CRM fields and fix broken quote-to-cash handoffs
When NOT to Use
- Legal negotiation of liability, indemnity, or DPA terms →
commercial-counsel - Board resolutions, entity, or cap table →
corporate-counsel - Revenue recognition, journal entries, or close →
senior-revenue-accountant - Customer support, dunning, or renewal CS playbooks →
customer-ops-specialist - Multi-quarter engineering program tracking →
technical-program-manager
Related skills
| Need | Skill |
|---|---|
| Compute capex, cloud COGS, chargeback | compute-accounting-manager |
| Commercial term review | commercial-counsel |
| Corporate approvals for financing/M&A | corporate-counsel |
| Revenue accounting and ASC 606 | senior-revenue-accountant |
| Post-sale customer success and billing disputes | customer-ops-specialist |
| Business case or requirements | business-analyst, business-consultant |
| Large cross-team launch coordination | technical-program-manager |
| Corporate M&A, closing matrix, funds flow | transaction-manager |
Core Workflows
1. Deal desk intake
Required fields before processing:
- Account, opportunity ID, owner, segment
- Products/SKUs, quantity, term, start date
- List price, discount %, net ACV/TCV
- Billing frequency and payment terms
- MSA status (signed / dates / link)
- Special terms flag (custom SLA, security exhibit, professional services)
Reject incomplete packages back to sales with a single checklist email.
See references/dealdeskreview.md for validation rules.
2. Approvals
Route in parallel where possible:
| Gate | Typical owner |
|---|---|
| Discount / non-standard pricing | Sales leadership |
| Payment terms | Finance |
| Legal paper | commercial-counsel |
| Security questionnaire | information-security-engineer or security queue |
| Professional services scope | Services lead |
Document approval IDs and dates in CRM or deal folder.
See references/approval_routing.md.
3. Document assembly
Stack order:
- MSA (existing or new)
- Order form / subscription agreement
- SOW (if services)
- DPA (if personal data)
- Exhibits (SLA, security)
Version control: CustomerNameOrderFormv3_2025-05-20
See references/quotetoorder.md for field mapping.
4. Signature and close
- Confirm signatories per delegation of authority (
corporate-counsel/ internal policy) - Send e-signature envelope; track status daily
- On fully executed: store PDFs in deal folder; update CRM to closed-won booked
- Notify: finance (billing), provisioning, CS onboarding
See references/signature_closeout.md.
5. Post-signature handoff
Handoff package to downstream teams:
- Executed PDFs + redlines summary
- SKU and term table
- Billing contact and PO if any
- Implementation dates and CS owner
See references/handoff_revops.md.
6. CRM hygiene
Weekly hygiene pass:
- Stages match reality (no stuck “negotiation” after signature)
- ACV/TCV matches signed order form
- Primary quote attached; competitor and loss reason populated on lost deals
See references/crm_hygiene.md.
When to load references
- Intake validation →
references/dealdeskreview.md - Approval matrix →
references/approval_routing.md - Quote → order form fields →
references/quotetoorder.md - E-sign and close →
references/signature_closeout.md - Finance / CS / provisioning →
references/handoff_revops.md - CRM cleanup →
references/crm_hygiene.md