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.
About the job
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
CRM, CPQ, Deal Desk, Sales Operations, Pricing Strategy, Revenue Recognition, ASC 606, SOX Compliance, B2B SaaS, Quote-To-Cash
Similar jobs
Revenue Operations jobs
Storable
United States
Leads Storage Sales Operations strategy, forecasting, reporting, bookings accuracy, and scalable operating processes for a distributed B2B SaaS organization. Requires 10+ years of Sales or Revenue Operations experience, strong Salesforce and BI fluency, hands-on dashboard building, and senior leadership capability.
PagerDuty
San Francisco, CA
Leads sales planning and operations for a SaaS organization, covering quotas, forecasting, compensation, capacity planning, and go-to-market strategy. The role partners with senior sales leaders and cross-functional teams while managing and mentoring a sales operations team.
Runpod
United States
Lead Revenue Operations at Runpod, owning CRM architecture, forecasting, compensation planning, Deal Desk, and AI-powered workflows to scale enterprise and PLG revenue motions from $120M ARR. Requires 8+ years in RevOps/GTM strategy with leadership experience in high-growth SaaS/infrastructure companies.
Justworks
New York, NY
Leads Marketing Operations strategy, activation infrastructure, intelligence, AI capabilities, and cross-functional GTM partnerships while building a team of senior operators. Requires 12+ years in marketing or GTM operations and production experience delivering safe, impactful AI solutions.
Rula
United States
Leads revenue strategy and planning for a core B2B business unit, owning go-to-market plans, forecasting, funnel performance, and executive decision support. Requires 10+ years across revenue functions, B2B or B2B2C experience, and people management expertise.