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BenchlingBenchlingSan Francisco, CA

Head of Global Deal Desk

Lead the global Deal Desk team at Benchling as a player-coach. Advise on complex enterprise deal strategy and pricing, operationalize new pricing/packaging and CPQ enhancements, drive operational excellence and automation with AI, and deliver insights across Sales, Finance, Product, and Legal. Requires 12+ years experience including team leadership in SaaS or life sciences software.

184k – 277k
Hybrid12+ YOERevenue Operations

About the role

Responsibilities

  • Enterprise deal strategy & structuring: Coach, partner and proactively advise enterprise account executives and sales leadership around the architecture and pricing of our largest and most complex agreements. Structure, price, and optimize customer agreements for long-term growth. Support high-value negotiations.
  • Lead our global deal desk team & connect our partners: Lead, develop, and scale a trusted global deal strategy and order management team. Serve as the connective tissue between Sales, Finance, Product and Legal. Deliver executive-grade reporting and insights on deal mix, discount and pricing trends, win/loss, cycle time, and other key metrics. Sponsor and deploy automation and AI-assisted execution.
  • Transformation: Operationalize redesigned pricing and packaging. Drive continued enhancement of the CPQ system. Advise and support implementation of new sales motions. Sponsor cross-functional quote-to-cash system initiatives. Drive lower-touch deal pathways and continuous improvement.
  • Operational execution and excellence: Own deal desk partnership with the business. Move deals from quote through to clean, booked revenue with focus on speed, control, and minimizing exceptions. Own the approval framework. Maintain controls aligned with public-company readiness.

Requirements

  • 12+ years in Deal Desk, Revenue/Sales Operations, Commercial Strategy, and/or Finance, with several years leading and scaling teams (including across regions), ideally in high-growth B2B enterprise SaaS or life-sciences software.
  • At least 4 years in a leadership role.
  • Demonstrated track record of advising on structuring and closing complex enterprise agreements, exercising judgment and enforcing commercial guardrails.
  • Outstanding cross-functional partnership skills, including communication, trusted relationship building, outcome orientation and operational excellence.
  • Deep command of process and CPQ (Salesforce/Steelbrick) — approval frameworks, quote configuration, and the quote-to-cash stack (NetSuite, Gong, etc.).
  • Strong working fluency in SaaS bookings policies and revenue, subscription and consumption/usage-based models.
  • Demonstrated skills in process improvement, redesigning and automating deal and order workflows, balancing control and speed using AI tooling.
  • Demonstrated ownership of pricing governance — discount authority matrices, approval hierarchies, and exception policy.
  • Experience operationalizing a pricing and packaging change across a live selling organization.
  • Analytical, data-driven mindset with fluency in BI/SQL/spreadsheets.

Nice-to-Haves

  • Experience owning or co-owning a CPQ implementation or major quote-to-cash systems initiative.
  • Experience structuring consumption/usage-based deals (commits, ramps, overages, true-ups) for recurring revenue.
  • Familiarity with cloud marketplace (AWS/GCP/Azure) private offers, reseller and partner billing, and international/EMEA deal nuances.
  • Life sciences or scientific-software domain familiarity.

Skills

CPQSalesforceSteelbrickNetSuiteGongBiSQLAI ToolsPricing GovernanceQuote-To-CashSaas Revenue Recognition

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