Director, Deal Desk Operations

Role Overview

We are seeking an accomplished Director of DealDesk Operations to lead and scale our deal structuring, pricing strategy, and contract execution processes. This pivotal role will serve as a strategic partner to Sales, Customer Success, and Finance leadership, shaping commercial best practices and driving profitable revenue growth. The Director will be responsible for building a high-performing DealDesk function, optimizing the quote-to-cash process, and serving as the primary escalation point for complex, high-value customer engagements.

Key Responsibilities

Strategic Leadership & Stakeholder Management:

• Lead, mentor, and develop a team of DealDesk professionals, fostering a culture of operational excellence and continuous improvement.
• Collaborate closely with Sales, Finance, and Legal to define and enforce deal policies, pricing guidelines, and approval matrices.
• Act as the primary escalation point for non-standard deals, ensuring alignment with corporate strategy and financial objectives.
• Provide strategic guidance to Customer Success and Account Management teams on renewal pricing, upsell, and cross-sell opportunities; partner with Renewal AEs on key customer negotiations.
• Partner with senior leadership to inform go-to-market strategies, product bundling initiatives, and commercial terms optimization.
  
  

Deal & Pricing Operations

• Oversee the end-to-end deal process, from approved quote through contract execution, ensuring speed, accuracy, and compliance.
• Engage directly with internal stakeholders and customers to clarify pricing, terms, and approval processes for complex transactions.
• Own pricing and discount analysis, delivering actionable insights to improve deal profitability and maintain pricing discipline.
  
  

Operational Excellence & Systems

• Drive the implementation, adoption, and optimization of CPQ and related sales systems to streamline the quote-to-cash process.
• Identify process inefficiencies and implement scalable improvements across the sales cycle.
• Design and deliver training for Sales and CS teams on deal desk policies, processes, and best practices.
  
  

Data, Analytics & Reporting

Define and monitor KPIs for DealDesk performance, including:

• Average deal cycle time
• Discount levels and margin impact
• Renewal rates and upsell revenue
• Forecasting accuracy
• Build and maintain dashboards providing real-time insights for executive leadership.
• Present regular performance updates and recommendations to senior leadership.