Director, Deal Desk

Description

About Silverfort

Silverfort is on a mission to bring identity security everywhere – to every human, machine, and AI agent, both on-prem and in the cloud. Our unique technology secures identities & access at runtime, in ways that weren’t possible before. With the broadest identity security platform in the market, trusted by more than 1,000 customers including many Fortune 100 companies, Silverfort is uniquely positioned to lead the fast-growing identity security category.  

Joining Silverfort means becoming part of a fast-moving team with a culture of innovation and collaboration, that goes above and beyond to help our customers and each other, on a journey to reshape the future of identity security. 

The Role

As Director of Deal Desk, you will lead the function that turns pipeline into booked revenue. You will manage a team of two, own the end-to-end deal approval, quoting, and booking process, and partner with Sales, Finance, Legal, and Revenue Operations to make sure deals are structured correctly, approved quickly, and booked accurately. You will also coach sales reps through complex quoting and pricing efforts and build a scalable, data-driven deal desk as the company grows.

Responsibilities

• Lead, mentor, and develop the Deal Desk team, setting priorities, coverage models, and performance expectations
• Own the end-to-end deal lifecycle, from quote and approval through contract review, order booking, license delivery, and handoff to Finance and Billing, ensuring compliance with company policies and revenue recognition requirements
• Support sales reps and sales leadership in quoting efforts, including pricing strategy, deal structuring, multi-year and non-standard terms, discount guidance, and competitive or large-deal situations
• Ensure all closed-won deals are booked accurately and on time, especially at month-end and quarter-end, and maintain data integrity in Salesforce and downstream systems
• Serve as the key liaison among Sales, Finance, Legal, and RevOps, resolving deal issues and escalations quickly and driving cross-functional alignment
• Define and enforce discount, approval, and pricing governance, including approval matrices and deal desk policies, and recommend policy changes based on data
• Partner, influence, and support Deal Desk Operations roadmap for new SKUs, packaging, and pricing modules, partnering with Strategy, Product, Finance, and Sales leadership
• Identify and implement process, tooling, and automation improvements across DealHub CPQ, Salesforce, and the quote-to-cash workflow
• Build and maintain metrics and dashboards covering pricing and SKU discount performance, deal velocity, approval turnaround times, booking accuracy, and bottlenecks, and report insights to executive leadership
• Train and enable the sales organization on deal desk processes, tools, pricing, and quoting best practices
• Lead special projects tied to revenue operations and organizational goals, delivering on time and with measurable impact
• Leverage AI and automation to modernize deal desk operations, including AI-assisted quote and contract review, deal risk and pricing analysis, and approval routing, to improve turnaround times and booking accuracy while maintaining policy compliance and data integrity

Requirements

• 8+ years of experience in deal desk, order management, sales operations, or revenue operations at a technology or SaaS company (preferable cyber security), including 3+ years in a leadership role
• Proven experience managing and developing a team and leading deal desk through high growth
• Hands-on experience supporting sales teams through complex quoting, pricing, and deal structuring for enterprise software deals
• Deep proficiency in Salesforce (required); CPQ experience (Salesforce CPQ, DealHub, or similar)
• Strong understanding of quote-to-cash, contract terms, and revenue recognition principles, and experience working closely with Finance and Legal
• Strong analytical skills, with the ability to turn data into recommendations for executive stakeholders
• Excellent communication, negotiation, and influencing skills, with the ability to partner credibly with Sales leadership and the executive team
• Exceptional attention to detail and the ability to prioritize in a fast-paced, high-pressure environment
• Proven experience with complex price list structures
• Willingness to work across multiple time zones