Director, Deal Desk

Role Overview

• Partner with Sales leadership on complex, high-value, and non-standard transactions
• Structure agreements that balance customer value with long-term company economics
• Serve as a key escalation point for pricing, discounting, and contractual considerations
• Develop and enforce pricing and discounting frameworks aligned to company objectives
• Establish clear approval guidelines and governance models
• Ensure consistency, transparency, and compliance across all deal structures
• Ensure seamless translation of closed deals into orders, billing, and revenue recognition
• Partner closely with Accounting to uphold ASC 606 compliance and revenue integrity
• Lead enhancements to order management processes and systems
• Drive alignment across CPQ, CRM, and downstream financial platforms
• Act as a strategic partner to Sales, Finance, Legal, Revenue Operations, Pricing and Packaging, Corporate Engineering, and Product teams
• Facilitate efficient and well-informed decision-making across stakeholders
• Partner closely with the Chief Accounting Officer on risk management, compliance, and scalability
• Design and implement processes that improve deal velocity while maintaining control
• Identify inefficiencies and drive continuous improvement across the deal lifecycle
• Leverage data and analytics to inform pricing strategy, discount trends, and deal performance
• Build, develop, and lead a high-performing Deal Desk team
• Establish clear performance expectations, KPIs, and career development paths
• Foster a culture of accountability, collaboration, and operational excellence.

Requirements

• 10+ years of experience in Deal Desk, Revenue Operations, Finance, or Sales Operations within a high-growth SaaS environment
• Demonstrated success supporting complex, multi-element SaaS transactions
• Strong expertise in order management and quote-to-cash processes
• Deep understanding of pricing strategy, discounting, and contract structuring
• Solid knowledge of revenue recognition principles (ASC 606)
• Experience partnering closely with Accounting and CAO organizations
• Hands-on experience with CPQ (Salesforce CPQ preferred), CRM, and billing systems
• Strong financial acumen with the ability to assess deal-level impact on company performance
• Proven ability to influence senior stakeholders and drive cross-functional alignment.

Benefits

• Flextime, recognition, and support for autonomous work: Flexible time off with ample learning and development opportunities to continue growing your career. We offer a comprehensive onboarding program, leadership training for Titans at all levels, and other programs and events.
• Great work is rewarded through Bonusly, peer-nominated awards, and more.
• Holistic health and wellness benefits: Company-paid medical, dental, and vision (with 100% employer paid options and 90% coverage for dependents), FSA and HSA, 401k match, and telehealth options including memberships to One Medical.
• Support for Titans at all stages of life: Parental leave and support, up to $20k in fertility services (i.e. IUI and IVF), surrogacy, and adoption reimbursement, on demand maternity support through Maven Maternity, free breast milk shipping through Maven Milk, pet insurance, legal advisory services, financial planning tools, and more.