Deal Desk Lead

• Structure deals and balance trade-offs: Shape pricing, discounts, commitments, and payment terms. Weigh customer value, revenue, profitability, and risk, offering practical alternatives rather than a simple yes or no.
• Own review and approvals: Run a responsive process for nonstandard deals and exceptions. Apply policies consistently and escalate decisions beyond your authority with clear options and a recommendation.
• Ensure accurate execution: Ensure quotes, order forms, approvals, and CRM records reflect agreed terms. Resolve discrepancies before signature and enable clean handoffs to billing and post-sale teams.
• Own quote-to-order requirements and delivery: Define business requirements, priorities, and acceptance criteria for quote-to-order workflows. Hold Systems accountable for building and delivering against them, owning business acceptance testing and sign-off.
• Scale the function: Build playbooks, approval frameworks, and field enablement that reduce recurring friction. Use deal and exception patterns to recommend improvements to pricing and commercial policy. Hire, coach, and develop the Deal Desk team as the business grows.

• Relevant experience: 4+ years in Deal Desk, commercial operations, or a related function in SaaS or another high-growth industry, including complex deal structuring and approvals.
• Exceptional business partnership: A track record of earning Sales’ trust through responsiveness, practical solutions, and sound commercial judgment that protects the business.
• Autonomy and extreme ownership: The ability to prioritize independently, surface risks early, and drive issues to resolution without close supervision.
• Commercial judgment and precision: Strong analytical skills and exceptional attention to detail across deal economics, terms, and documentation, even under tight deadlines. You distinguish material risks from issues that should not hold up a deal.
• Tact and communication: The ability to handle Sales exception and clarification requests tactfully, influence stakeholders, and escalate to senior leadership appropriately.
• Hands-on systems expertise: Experience with CRM, quoting or CPQ tools, and approval workflows, plus the ability to translate field needs into actionable business requirements.
• AI perspective and drive: A strong perspective on how AI is changing traditional quote-to-order workflows, and a passion for putting that perspective into practice across the business.
• People management: Experience managing and developing direct reports, with the ability to build a team while remaining hands-on.

Nice to have

• Evolving business models: Experience with consumption-based, usage-based, or hybrid subscription models.
• Enterprise complexity: Experience with enterprise procurement and multiyear agreements.

• Partner with the field: Engage early on complex opportunities, understand customer needs, and remove obstacles to close. Bring Sales, Finance, and Legal together to resolve issues quickly.