Deal desk

A standing, single place where the pricing rules live: the three-option proposal structure, the anchor logic, and the line on what a rep can approve alone versus what comes to the founder. Its whole purpose is to let a new hire put a real, defensible number in front of a buyer without routing every quote back through the founder. For a two-person shop it doesn’t need to be a team or a tool — it’s one document. Like every other play, the point is that the pricing motion stops depending on one person being in the room.

Source: Standard enterprise revenue-operations practice — larger organizations run formal deal desks to standardize pricing, approvals, and non-standard terms. Sourced honestly as common practice, compressed here to the one-document version a founder-led firm needs, and built on the three-option / high-anchor pricing taught in Level 3.

First used in: 3.7 · The playbook & the first hire