Head of Deal Desk
Leads Deal Desk operations for complex enterprise transactions, owning deal structuring, pricing, approvals, financial analysis, and booking readiness. The role requires extensive revenue or finance experience, strong consumption-pricing expertise, and the ability to build scalable processes across Sales, Finance, Legal, and Operations.
About the job
Responsibilities
- Manage day-to-day Deal Desk operations, including review of non-standard pricing, discounts, contract terms, approval workflows, thresholds, and escalations.
- Structure complex and strategic deals involving consumption commitments, multi-year contracts, custom pricing, and enterprise terms while protecting margins.
- Establish discounting frameworks, commercial policies, pricing models, SKUs, and packaging motions.
- Build scalable Deal Desk playbooks, pricing guidelines, approval workflows, and exception-handling procedures with Revenue Operations.
- Coordinate Sales, Finance, Legal, Revenue Accounting, Order Management, Billing, and Product through deal evaluation, negotiation support, and quote-to-order handoff.
- Model deal profitability, discount impact, and margin implications for consumption- and subscription-based structures.
- Validate deal structure, quoting, documentation, booking accuracy, and revenue recognition readiness.
- Track deal cycle time, approval turnaround, deal hygiene, discount and margin performance, and booking accuracy.
Requirements
- 7+ years in Revenue Operations, Sales Operations, Sales Strategy, Finance, or a related analytical role at a high-growth technology company.
- 3+ years of Deal Desk experience.
- Experience structuring complex packaging quotes, non-standard terms, and custom pricing.
- Understanding of consumption-based and subscription pricing, including commits, tiers, and multi-year agreements.
- Strong financial modeling and analytical skills, including profitability, margin, and discount analysis.
- Excellent cross-functional communication and stakeholder management.
- Detail-oriented and process-driven, with the ability to build structure in ambiguous environments.
- Proficiency with CRM and CPQ tooling.
- Bachelor's degree or equivalent practical experience.
Nice to Have
- Experience with AI/ML, developer platforms, or cloud infrastructure companies, including AI or compute purchasing.
- Experience building or scaling a Deal Desk function from scratch at a Series B/C+ company.
- Experience with modern CPQ platforms such as Nue.io and contract lifecycle management tools.
Benefits and Compensation
- Opportunity to solve complex AI infrastructure challenges and work with bleeding-edge technology.
- High ownership and direct impact in a fast-growing environment.
- Collaboration with experienced engineers and AI researchers.
Skills
Revenue Operations, Sales Operations, Deal Desk, Financial Modeling, Pricing Strategy, Consumption-Based Pricing, Subscription Pricing, Salesforce, CPQ, Revenue Recognition, Margin Analysis, Contract Lifecycle Management
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