Director, Global Deal Desk

Team Leadership:

• Recruit, mentor, and develop a high-performing global deal desk team focused on customer-centricity, collaboration, and operational rigor.
• Foster a culture of accountability, efficiency, and continuous improvement.

Quote-to-Cash Technology Management:

• Own and optimize the quote-to-cash technology stack (CPQ, CLM, Billing, etc.) to ensure efficient, scalable, and accurate execution of global deals.
• Identify, implement, and manage best-in-class tools and integrations to streamline processes and data accuracy.

Price book and SKU Management:

• Oversee the development, maintenance, and governance of global price books and SKU structures to ensure consistency, accuracy, and alignment with product strategy and go-to-market initiatives.

Deal Strategy:

•  Lead the development and execution of strategic pricing policies, discount guidelines, and approval frameworks.
• Partner closely with Sales, Finance, and Product teams to structure complex enterprise deals ensuring competitive positioning and maximizing profitability

New Product Introduction:

• Collaborate closely with Product and GTM teams during new product introductions to help define optimal pricing, packaging, and deal structures that maximize market adoption and profitability.

Financial Controls & Scalability:

• Implement robust controls, processes, and systems within the Deal Desk that satisfy regulatory, compliance, and audit requirements for public-company standards.
• Collaborate closely with Finance and Accounting teams to ensure adherence to financial reporting standards, internal controls (SOX compliance readiness), and revenue recognition policies.

Enablement & Training:

• Develop and deliver regular training and enablement programs for sales and related teams on pricing, deal structures, quoting tools, and deal processes.

Cross-Functional Collaboration:

• Collaborate with Sales, Sales Operations, Finance, Legal, Product, and Customer Success teams to improve deal velocity, transparency, and adherence to company policies.
• Act as a trusted advisor to sales teams, offering guidance on deal structuring, negotiations, pricing, and risk assessment.

Operational Excellence:

• Establish and enforce global deal desk policies and governance to ensure compliance and minimize operational risks.
• Regularly analyze deal desk performance metrics, identifying bottlenecks and implementing solutions to drive continuous improvement and scalability.
• Lead initiatives to continuously streamline processes and automate manual activities within the Deal Desk to scale operations.

Reporting and Analytics:

• Develop comprehensive analytics and reporting frameworks to monitor deal performance, trends, pricing dynamics, and compliance.
• Provide strategic insights and recommendations to senior leadership based on data-driven analysis.

Qualifications:

• Strategic thinker and problem solver who can thrive in high-growth, fast-paced environments.
• Exceptional communicator capable of clearly articulating complex issues to diverse stakeholders.
• Collaborative leader who empowers teams and fosters a culture of continuous improvement and excellence.
• 10+ years of experience in Deal Desk, Revenue Operations, Sales Operations, or related roles, including at least 5 years in leadership positions.
• Deep expertise in quote-to-cash technologies such as Salesforce CPQ, DocuSign CLM, Zuora, NetSuite, or similar platforms.
• Proven ability to design, implement, and optimize global pricing and deal management strategies.
• Strong cross-functional collaboration and communication skills; adept at influencing stakeholders at all organizational levels.
• Strong understanding of financial modeling, profitability analysis, and commercial terms negotiation
• Demonstrated leadership experience, with a passion for building and developing teams.
• Experience scaling operational processes in fast-growing, global technology or SaaS companies.
• Demonstrated expertise in consumption-based pricing models and strategies.