Director, Deal Desk - Sales Operations

Boston, MA, USA ● Buffalo, NY, USA ● Connecticut, USA ● Massachusetts, USA ● New Hampshire, USA ● New York, USA ● Rhode Island, USA Req #3589
January 14, 2025

Who we are looking for:

The Director, Deal Desk is responsible for leading and managing the deal desk function within the organization, ensuring that complex deals and pricing proposals are aligned with business goals, financial targets, and operational standards. This role will be a key member of the Sales Operations leadership team and partner closely with our Enterprise AEs and Field Sales Leaders.

 

Specifically, we are looking for someone who has experience with Enterprise Sales as well as tactical pricing discounting deals for smaller customers. The ideal candidate is excited and experienced with building systems and processes and has deep experience leading strategic deal management resources. This person sees the value of partnering with Sales leaders to ensure quality deals are created that benefit both the customer and ACV. We are looking for someone who can balance process and policy with true business partnering with our Sales teams and enablement.

 

What you will do:

  • Actively and consistently support all efforts to simplify and enhance the customer experience.
  • Lead the deal desk function, setting strategy, processes, and performance metrics
  • Collaborate with sales leaders, account executives, and senior management to structure and optimize complex deals. Ensure that each deal proposal meets the company’s margin, revenue recognition, and compliance standards.
  • Own, optimize and build key standard deal management processes that align to the expectations of the Sales organization while balancing company policies and guidelines
  • Lead executing our pricing strategies with our Sales organization including tailoring pricing models, bundles and other business model strategies to maximize customer value and margins to ACV
  • Oversee the review and approval of sales contracts, ensuring that all terms and conditions are aligned with corporate policies, legal requirements, and risk management standards. Collaborate with legal teams to negotiate and finalize contract terms.
  • Partner with Revenue Accounting, Pricing, Finance, Product Management, Business Applications and Legal teams on all things deal related to support enablement and execution
  • Partner cross-functionally with broader organization to ensure the discounts are used appropriately given broader customer interactions with ACV and profitability
  • Create, review and analyze deal management metrics, deal expiration and renewals to monitor business performance, provide business insights and identify areas for improvement.
  • Create and own key Deal Management enablement content that helps our Sales organization scale through knowledge and simplified approaches
  • Provide management and guidance to junior Analyst(s) supporting deal desk analysis and processes
  • Perform additional duties as assigned

What you will need:

  • Ability to read, write, speak and understand English.
  • Bachelor’s degree in mathematics, economics, finance or business
  • 7+ years’ experience leading deal management teams (Deal Desk, Order Operations, Quoting resources, etc.) taking multiple product lines to market.
  • Tech Enabled Services and SaaS Experience required; a process oriented mindset with an eye for scaling and standardizing
  • Experience partnering with Sales leaders and individual contributors in an Enterprise as well as SMB (Auto Dealers) sales environment with a proven track record of building relationships that show value to the Sales organization
  • Excellent verbal and written communication skills, with the ability to present complex information clearly to diverse audiences up to the senior executive level
  • Deep deal modeling experience with an understanding of COGS, margins, profits and cost accounting principles
  • Ability to work flexible hours around busy periods of month, quarter, or year-ends
  • Comfortable working in an environment with a sense of urgency with ambitious work ethic - you love seeing the impacts of your work reflected in the success of your team
  • Problem solver - ability to identify areas of improvement and need to be able to find solutions independently and effectively
  • Experience with Salesforce, CPQ, and CLM systems and the ability to create and analyze ad-hoc reports and financial models; SQL experience a plus
  • Both startup and publicly traded company experience preferred

 

Compensation: $160,000.00 - $200,000.00 annually. Please note that final compensation will be determined based upon the applicant's relevant experience, skillset, location, business needs, market demands, and other factors as permitted by law.

 

No immigration or work visa sponsorship will be provided for this position.

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Other details

  • Job Family Sales
  • Job Function Sales Ops Mgmt
  • Pay Type Salary
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Location on Google Maps
  • Boston, MA, USA
  • Buffalo, NY, USA
  • Connecticut, USA
  • Massachusetts, USA
  • New Hampshire, USA
  • New York, USA
  • Rhode Island, USA