Director, Deal Strategy Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee Deal Strategy for key enterprise transactions, collaborating with Account Executives, sales leaders, and executives on commercial frameworks.

• Create multi-product packages, enterprise licensing agreements, multi-year contracts, expansions, and renewals.

• Balance customer demands with margin, revenue quality, and long-term value guidelines.

• Present recommendations to leadership when deals necessitate exceptions.

• Manage daily Deal Desk intake and approvals, ensuring clear service levels, particularly during quarter-end.

• Evaluate and address non-standard pricing, payment, billing, and contractual inquiries with Finance, Order Management, and Legal teams.

• Confirm that Salesforce deal approvals, business justifications, and related data are precise and complete.

• Develop AI-driven workflows for quoting, field guidance, deal approvals, and policy inquiries.

• Collaborate with Revenue Systems on advanced CPQ, approval workflows, and modifications to pricing and packaging.

• Author and maintain deal playbooks, approval matrices, and procedural guidelines.

• Empower sellers and sales leaders with resources, tools, and training across various regions and segments.

• Recruit, train, and lead a high-achieving deal strategy and deal desk team.

• Work alongside Sales, Finance, Legal, Revenue Systems, Product, and Order Management throughout the deal lifecycle.

⛳️ Requirements

• A minimum of 8 years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a rapidly growing B2B SaaS organization.

• At least 3 years of experience in a leadership role.

• Demonstrated ability to structure intricate enterprise deals, including multi-product, multi-year, and enterprise license agreements within the six- to seven-figure ARR range.

• Comprehensive understanding of SaaS deal economics, encompassing discounting, pricing and packaging, payment terms, bookings policy, and revenue recognition implications.

• Practical experience with Salesforce and CPQ quoting and approval workflows.

• Strong dedication to maintaining CRM data quality.

• Background in designing or enhancing deal approval processes, policies, and service levels at scale, particularly under quarter-end pressure.

• Proven experience in leveraging AI and automation in deal workflows.

• Strong collaboration with Finance, Order Management, and Legal teams.

• Capability to influence senior sales leaders and constructively decline deals that do not align with company standards.

• Outstanding communication skills with the ability to translate complex commercial trade-offs into straightforward recommendations.

• Nice to have: familiarity with SpotDraft, Maxio, NetSuite, Gong, Snowflake, and Sigma.

• Nice to have: experience leading or participating in a CPQ implementation or replacement.

• Nice to have: background in cybersecurity or another technical, enterprise-oriented sector.

• Nice to have: experience in supporting global deal operations across EMEA and APJ regions.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Equity eligibility.

• Comprehensive benefits package.

• Pre-employment checks conducted in accordance with relevant legislation and company security and privacy standards.