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NavanNavanAustin, TX

Director, Deal Desk

Lead North America Deal Desk operations, advising on complex deals, scaling regional teams, and driving CPQ/quote-to-cash systems. Requires 10+ years B2B SaaS experience and CRM/CPQ expertise.

161k – 265k
Hybrid10+ YOERevenue Operations

About the role

Responsibilities

  • Lead and develop the North America Deal Desk team, executing global vision, recruiting talent, and building a customer-centric culture focused on accountability and efficiency
  • Act as primary advisor for the largest and most strategic North American deals, partnering with regional sales leadership on risk evaluation, negotiation strategy, and alignment with company objectives
  • Develop and deliver training and enablement programs for North America sales and GTM teams on pricing, deal structures, quoting tools, and processes
  • Collaborate with Product, Finance, Legal, and GTM teams to launch new products, focusing on regional implementation of global packaging, pricing, and deal structures
  • Define regional business requirements for CPQ implementation and contribute to order-to-cash tech stack requirements with Finance, Legal, and Billing teams
  • Ensure regional governance and adherence to global price books, discounting guidelines, approvals processes, and SKU structures
  • Monitor and report on regional deal performance metrics including closing cycles, discounting, exceptions, approvals, and pricing effectiveness; use insights to improve operations
  • Ensure regional adherence to financial controls, SOX compliance, revenue recognition standards, and audit requirements

Requirements

  • 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies (late-stage transitioning to public companies is a plus)
  • Experience leading and developing regional teams with a track record of scaling Deal Desk teams in a fast-paced, high-growth environment
  • Strong expertise in CRM and CPQ systems, including developing regional business requirements for configuration
  • Understanding of revenue recognition principles (ASC 606) and accounting implications of deals, including evaluating contract terms for compliance with financial policies and audit standards
  • Strategic thinker with proven ability to execute and optimize global pricing and deal management strategies within a region
  • Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership

Skills

CRMCPQDeal DeskSales OperationsPricing StrategyRevenue RecognitionASC 606SOX ComplianceB2B SaaSQuote-To-Cash

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