The Strategy of Connection

Inside this episode:
00:04 – Introduction | 01:45 – Relocation: Argentina to Germany | 04:50 – Learning German & The Power of Support | 07:30 – Shifting Mindsets: From Operations to Strategy | 10:20 – The Business Interpreter: Connecting Stakeholders | 12:30 – Values in Action: Creative Problem Solving | 16:30 – Tips for Future Candidates

Part I: The Journey – From Argentina to Germany

Q: Could you briefly introduce yourself and your role at SmartRecruiters?
Mariano: My name is Mariano Flores Leyes. I am from Argentina but currently reside in Düsseldorf, Germany. I lead the Deal Desk Pricing team here at SmartRecruiters within the scope of Revenue Operations. I’ve been with the business for almost five years now. In our day-to-day, we help structure deals across all levels and regions. We work towards what we call the "guarding of the revenue"—I think that is the best way of describing it.

Q: What does a typical day look like for you and your team?
Mariano: Our day starts with receiving requests from our sales teams. These come in different forms and shapes depending on the specific need—it could be a pricing request, a contract review, or creative deal structuring that might not be conventional in terms of standard contracts. That’s where we go in as a team to bring clarity and provide options. Our goal is to keep us on the right path to get a deal done where both the company and the customer are happy with the conclusion.

Q: You have a very inspiring international relocation story. How did that transition happen?
Mariano: My story with SmartRecruiters started in Argentina five years ago. I was always curious about moving abroad and having the opportunity to work for a remote-first company with a global perspective. I felt attracted to Germany because of vacations I took here and friends I made along the way. Until 2023, it felt quite distant, but after a Sales Kickoff in Miami, I connected with some German team members.
They were super friendly and open about what it’s like for a foreigner to move in, covering culture exchange and integration. When I was convinced, I went straight to my manager to see if it made sense for the business to have me in a different time zone. It ended up being a necessity the business had at the moment, which pushed me toward that goal. I found a lot of support on the HR side and worked with colleagues I had never even talked to before. They were absolutely helpful through some "bumps in the road"—it’s not as easy as it seems to move to another country, language, and culture, but they made it smoother than I expected.

Q: How did you approach learning the language and adapting to the culture?
Mariano: I started studying German on my own in Argentina, but you reach a point where you need more exposure. When I met Daniel (a German Sales Representative) in Miami, he told me: "I think you have the right attitude and I will help you with everything I can, but I need you to do one thing: you have to learn the language."
Without asking for anything in return, he set time on the calendar for an hour every Friday just for German conversations—not about work, just anything. Even when he was on holiday in Portugal, he would still join the call and introduce me to his girlfriend or friends so I could get exposed to different accents and group conversations. When I finally arrived in Germany, it felt like I had already spent a year speaking German with locals. That made a huge difference for me.

Part II: The Role – Beyond the Numbers

Q: What are the biggest challenges in a Deal Desk role, and what do you find most rewarding?
Mariano: This role can potentially be seen as a "blocker" or something that slows deals down by keeping everything within policy. Communication in those situations is the biggest challenge—explaining the financial implications of an offer and why we do things the way we do. Handling those internal stakeholder conversations in a friendly, positive, and productive way is key. The most rewarding part has been switching that mindset from being an "operator" to being a "strategist." Now, everyone sees our function as a strategic advisor. My team is seen as a "value carrier" that brings things to a deal that otherwise wouldn't be there, making the difference between closing or not closing a deal.

Q: How do you collaborate with different teams to keep the balance between customer needs and revenue goals?
Mariano: It’s a hybrid role. We balance finance, legal terms, and commercial agreements. It requires business acumen that is developed through exposure. When facing conversations with different stakeholders, you need to learn their "language."
We are more like a translator or interpreter. We try to connect all the dots to make a final offer that satisfies both the customer and the business. When you’re doing your job well, it goes completely unnoticed—and I mean that in a good way. It means you are removing friction from the sales and commercial processes.

Part III: Values and Innovation

Q: Which of our company values resonates most with your daily work?
Mariano: I have two preferences. One is "Together we will win." This is a coordination role; it’s about bringing people and different points of view under the same line of thought. When we do our job properly, everyone wins.
The other is "Solving the biggest problem." In a commercial process, there’s always something new popping up. Most of what we do is solving the specific big problem that is preventing a deal from happening.
For example, we worked with hospitality vendors who have very seasonal hiring needs—a lot of people in the summer, fewer in the winter. We identified that a standard pricing model didn't work for them. Instead of just defending a model that didn't fit, we generated a new, scalable path that stayed within our guidelines. Now, we use that same innovative model for every large retail or high-volume hire client.

Q: What advice would you give to potential candidates looking to join SmartRecruiters?
Mariano: I’ll break it down into three parts:

• The Company: SmartRecruiters offers a culture of growth. It is palpable from the moment you enter. If you want to thrive and push forward in your career, this is the company.
• The Scope: The limits of your job are determined by your own expectations. I didn't even know how to use Salesforce when I started, and now I’m an admin. This company allows you to explore and learn about yourself.
• The People: Whether I was the only person working from Latin America or now here in Europe, I always felt connected and engaged. The company has great programs to make sure you don't feel like you're on your own. It’s a great place to learn, challenge what you know, and have a lot of fun.