VP, Global Deal Desk – Renewal Operations

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

📋 Description

• Take ownership of deal structuring, governance, negotiation, pricing compliance, renewal execution, and the complete quote-to-order process within Workiva’s global commercial organization.

• Develop the team and operational model to enhance Sales while ensuring deal quality, margin integrity, and customer retention.

• Hold responsibility for deal governance and approval authority for both partner and direct deals.

• Lead the structuring and negotiation of complex commercial terms for strategic, high-value transactions.

• Provide guidance to Sales Leadership and Product Marketing on enterprise deal frameworks, customized terms, and value-driven pricing strategies.

• Collaborate with Pricing & Packaging, Legal, and Accounting on pricing policies, deal structuring, order approvals, and readiness for revenue recognition.

• Foster continuous improvement in deal cycle times and enhance the seller experience.

• Manage renewal operations and customer retention efforts in partnership with Customer Success and Field Operations.

• Create data-driven renewal forecasting and risk detection models 6–12 months prior to contract expiration.

• Identify opportunities for expansion during the renewal process.

• Establish the vision and multi-year roadmap for the transformation of quote-to-order-to-renewal processes.

• Spearhead quote-to-order transformation efforts alongside Sales Planning & Performance, Business Technology, Legal, and Finance.

• Utilize AI, automation, and advanced analytics in deal desk and renewal operations.

• Set KPIs, dashboards, and insights for deal governance, discounting strategies, and retention decisions.

• Design scalable operational frameworks for growth, new product introductions, and innovative go-to-market strategies.

• Lead change management initiatives across Sales, Finance, Legal, and Customer Success departments.

• Oversee and develop the Deal Desk, Commercial Strategy, and Renewal Operations teams.

• Collaborate with senior sales leadership on commercial strategies, pricing, and enhancements to the deal process.

• Mentor team members while promoting continuous learning and dedication to customer success.

• Manage hiring, performance assessments, team planning, and professional development.

⛳️ Requirements

• 12+ years of progressive experience in Deal Desk, Commercial Operations, and/or Renewal Operations within a high-growth technology firm, preferably at a publicly traded SaaS company.

• Proven record of leading deal desk and renewal operations at scale, transforming them into strategic business enablers.

• Experience in participating in a quote-to-cash or quote-to-order transformation, including CPQ/CLM implementation or optimization.

• Practical experience in applying automation, analytics, or AI to commercial operations processes.

• Proficient in negotiating complex commercial terms directly with clients and partners.

• Experience managing analytically rigorous, cross-functional corporate initiatives.

• Familiarity with subscription revenue recognition (ASC 606).

• Strong strategic thinking and process design capabilities.

• High level of technology fluency and ability to collaborate effectively with IT and business-systems teams.

• Exceptional verbal, written, and interpersonal communication skills.

• Robust commercial negotiation abilities.

• Capacity to influence across Sales, Legal, Accounting, Finance, and Customer Success departments.

• Strong analytical capabilities.

• Keen attention to detail concerning contract terms and pricing structures.

• Ability to prioritize and manage multiple projects in a fast-paced environment.

• Bachelor's degree required; equivalent experience will be considered.

• MBA preferred.

• Willingness to travel up to 20% as necessary.

• Reliable internet access for remote work.

🏝️ Benefits

• A discretionary bonus typically awarded annually.

• Restricted Stock Units provided at the time of hire.

• 401(k) matching available.

• Comprehensive employee benefits package offered.

• Flexibility to work from an office or remotely from any location within your country of employment.

• Reasonable accommodations for applicants with disabilities.