Director, Global Deal Desk

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

📋 Description

• Lead and expand the Global Deal Desk function that supports new business initiatives, expansions, renewals, and strategic enterprise agreements, while also facilitating the evolution of new sales approaches and routes to market.

• Collaborate with Sales to design intricate SaaS transactions, which encompass multi-year agreements, ramp transactions, co-terms, bundles, custom pricing, and non-standard terms.

• Manage timely deal assessments, approval workflows, escalation processes, and commercial guidelines.

• Promote uniformity in pricing, discounting, contract structures, and deal documentation, while fostering creativity and scalability along with a focus on a successful partnership.

• Enhance and transform the quote-to-cash process to improve deal velocity and scalability through the implementation of AI and machine learning solutions.

• Collaborate with Sales, Legal, and Sales Operations to assess deal economics, risk factors, billing and cash flow, and revenue recognition aspects.

• Refine quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems; Delinea utilizes Salesforce and NetSuite.

• Provide insights regarding discounting trends, approval workflows, associated cycle times, deal quality, and policy exceptions.

• Assist with pricing and packaging modifications, new product launches, SKU updates, sales enablement, and acquisition integrations.

• Build, mentor, and cultivate a high-performing Global Deal Desk team.

• Act as a trusted advisor to Sales leadership and executive stakeholders on strategic deals.

⛳️ Requirements

• Over 10 years of experience in Deal Desk, Finance, or Sales Operations.

• Proven experience leading a Global Deal Desk team and managing complex quote-to-cash processes within a SaaS or recurring-revenue environment.

• Strong knowledge of SaaS deal structures, including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling.

• Experience in supporting enterprise sales teams with complex, high-value transactions.

• Excellent commercial judgment, balancing speed, customer requirements, sales strategy, and business risk.

• Extensive familiarity with Salesforce CRM, CPQ, and CLM systems.

• Experience in building and leading a globally distributed team.

• Ability to partner and influence across Sales and Sales Operations, Legal, Finance and Accounting, Product, and Customer Success.

• Experience implementing AI and machine learning to enhance operational efficiency and automation.

• Understanding of revenue recognition regulations (ASC 606) and non-standard commercial terms.

• Strong written and verbal communication skills, a commanding executive presence, and a practical, solutions-focused mindset.

• Bachelor’s degree in Finance, Business, or a related field.

🏝️ Benefits

• Healthcare insurance

• Pension/retirement matching

• Comprehensive life insurance

• Employee assistance program

• Time off plans

• Paid company holidays