Director, Deal Desk
Skills
About the Role
You will build, scale, and run the global Deal Desk function, leading a team of Deal Desk professionals. You will set the vision and operating model for Deal Desk, partnering with the CRO, SVP of Sales, VP of Legal, and CFO leadership to align deal operations with go-to-market strategy. You will own pricing governance, deal velocity, and revenue quality, serve as the escalation point for strategic and high-risk transactions, and shape how deals are structured, priced, and recognized. You will collaborate with Sales, Finance, Legal, Revenue Accounting, Product, and Operations to drive cross-functional initiatives across quote-to-cash, contract operations, and order management, while developing executive-level reporting and analytics for C-suite and board audiences.
Requirements
- 10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, Commercial Finance, or a related field
- Demonstrated track record of building or scaling a Deal Desk or Revenue Operations function at a high-growth SaaS company
- Deep expertise in enterprise SaaS pricing models, deal structuring, commercial negotiation strategy, and quote-to-cash operations
- 5+ years of people leadership experience, including managing managers across multiple levels and geographies
- Experience partnering with C-suite stakeholders and presenting in executive-level forums
- Strong command of ASC 606 revenue recognition principles and their application to complex SaaS arrangements
- Hands-on expertise with Salesforce CRM
- Experience with CPQ platforms such as Conga CPQ, Salesforce CPQ, or Revenue Cloud
- Experience with ERP systems, preferably NetSuite
- Familiarity with CLM and revenue lifecycle management platforms
- Bachelor's degree in Finance, Business, Accounting, or a related field preferred
Responsibilities
- Build, scale, and run the global Deal Desk function
- Lead and develop a team of Deal Desk professionals
- Set the vision and operating model for Deal Desk
- Partner with CRO, SVP of Sales, VP of Legal, and CFO leadership to align deal operations with go-to-market strategy
- Own pricing governance, deal velocity, and revenue quality
- Serve as escalation point for strategic, complex, and high-risk transactions
- Develop and manage pricing governance frameworks, discount authority matrices, and deal approval hierarchies
- Partner with Product, Marketing, Finance, and Sales to evolve pricing and packaging strategies
- Drive cross-functional initiatives across quote-to-cash, contract operations, order management, and revenue lifecycle processes
- Develop executive-level reporting and analytics on deal mix, discount trends, win/loss analysis, and revenue quality
- Manage commercial terms libraries and contract standardization initiatives
Benefits
- Variable incentive pay
- Flexible work options
- Medical insurance
- Dental insurance
