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HightouchHightouchUnited States

Deal Desk Lead

Lead the Deal Desk as a senior IC at Hightouch, owning complex enterprise deal structuring, consumption-based pricing design, CPQ/quote-to-cash systems, and cross-functional processes for Sales, Finance, Legal, and RevOps. Requires prior high-growth SaaS Deal Desk experience at scale with usage pricing.

180k – 240k/yr
Remote7+ YOERevenue Operations

About the role

What You'll Do

  • Own deal desk end-to-end: single point of accountability for deal structuring, non-standard terms, discount and approval workflows, and quote accuracy. Set standards for turnaround time (hours, not days), run deal review cadence, and train reps/managers on pricing, packaging, commercial standards, negotiation, and approvals.
  • Shape pricing frameworks for base + consumption models: partner with Co-CEOs and Product Managers on packaging, commit structures, overage/true-up mechanics, floors/guardrails. Own the price book, discount guidance, and list-price integrity.
  • Build quote-to-cash processes and systems: evolve path from quote to signature to invoice to revenue recognition (including AI workflows). Own CPQ, order form templates, approval matrices, and data hygiene for billing/reporting.
  • Own commercial mechanics of renewals and expansions: structure amendments, co-terms, ramped commits, early renewals. Set and enforce uplifts.
  • Connect cross-functionally: translate legal risk to sellers, deal reality to finance, revenue mechanics to executives. Frame tradeoffs for rapid leadership decisions.

Who You Are (Requirements)

  • Ran deal desk at high-growth SaaS company, ideally supporting 100+ AEs on enterprise deals at $100K–$1M+ price points. Experienced what breaks at scale and fixed it.
  • Deep experience with consumption/usage-based pricing (commits, drawdown, overage, minimums, hybrid model revenue recognition).
  • Built or rebuilt CPQ and quote-to-cash: configured approval flows, designed order forms, managed handoff to billing.
  • First-principles thinker: hypothesis-driven, learns company context quickly rather than applying past frameworks rigidly.
  • Bias toward iteration and shipping imperfect fixes quickly.
  • Hands-on: builds own reports, configures systems, uses AI to accelerate work.
  • Clear, direct communicator with strong risk judgment; trusted by sales leaders and executives.
  • Empathy for sellers; energized by unblocking revenue. Quota-carrying or field experience a plus.

Nice-to-Haves

  • Experience standing up a new consumption-based pricing model.
  • Fast-growing fluency with AI tools.

Compensation & Benefits

  • Salary range: $180,000–$240,000 per year (location independent, remote-first).
  • Meaningful equity in ISO options with early exercise and 10-year post-termination exercise window.

Skills

CPQquote-to-cashconsumption pricingusage-based pricingpricing frameworksDeal Structuringapproval workflowsorder formsRevenue RecognitionSales OperationsRevenue OperationsAI Tools

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