What You'll Be Doing:
- Serve as the primary escalation point for structuring and approving complex, non-standard deals
- Partner with sales leadership on pricing strategy, discount frameworks, and commercial terms
- Provide guidance on creative deal structures that balance customer needs with financial objectives
- Enforce global deal policies to ensure compliance with revenue recognition (e.g., ASC 606) rules, contracting standards, and corporate guidelines
- Partner with finance and legal to evaluate risk and approve exceptions to standard terms while maintaing strong controls around approval workflows and delegated authority
Deal Desk & Revenue Strategy:
- Analyze trends in pricing, discounting, and contract structures to identify areas for margin improvement
- Provide reporting and insights to executive leadership on deal performance, pipeline health, and revenue predictability
- Recommend strategic adjustments to deal policies to accelerate sales velocity while preserving profitability
- Manage and mentor 3 Deal Desk team members (based in India working US time zones), fostering a culture of operational excellence and accountability
- Partner with Product and Marketing on packaging, pricing, and go-to-market motions
- Drive process improvements to shorten deal cycles and improve rep productivity
- Own the roadmap for Deal Desk systems and tools (Salesforce, CPQ, CLM, etc.)
- Document and scale best practices globally
Qualifications:
- 7+ years of experience in Deal Desk, Sales Operations, Finance, or related functions, with at least 2–3 years in a leadership role
- Deep experience in SaaS or subscription-based businesses strongly preferred
- Strong financial acumen and knowledge of revenue recognition (ASC 606)
- Proven ability to structure complex, enterprise-level SaaS or technology deals
- Expertise with Salesforce and CPQ tools required; CLM systems experience a plus
- Exceptional communication, stakeholder management, and executive presence
- Strategic thinker with a hands-on approachTrusted advisor mindset—able to say “yes” creatively while knowing when to say “no” firmly
- Analytical, detail-oriented, and comfortable influencing across senior leadership teams
- Thrives in fast-paced, high-growth environments
What We Offer:
- Competitive compensation with bonus and equity
- High visibility role with direct impact on revenue growth
- Opportunity to shape and scale a mission-critical function
- Comprehensive benefits and professional development opportunities
Top Skills
What We Do
AppZen is the leader in autonomous spend-to-pay software. Its patented artificial intelligence software accurately and efficiently processes information from thousands of data sources so that organizations can better understand enterprise spend at scale to make smarter business decisions. It seamlessly integrates with existing accounts payable, expense, and card workflows to read, understand, and make real-time decisions based on your unique spend profile, leading to faster processing times and fewer instances of fraud or duplicate spend. Global enterprises, including one-third of the Fortune 500, use AppZen’s invoice, expense and card transaction solutions to replace manual finance processes and accelerate the speed and agility of their businesses. To learn more, visit us at www.appzen.com.
Follow us on Twitter: https://twitter.com/appzen
Follow us on Facebook: https://www.facebook.com/Appzeninc
Follow us on Youtube: https://www.youtube.com/c/AppZen
Request an exclusive demo: https://www.appzen.com/demo
.png)
