Senior Director, Deal Desk

You will lead the global Deal Desk organization and oversee its service model for Deal Desk and Order Management. You will structure and approve complex subscription, consumption-based, hybrid, and non-standard deals while balancing customer needs, deal velocity, pricing discipline, and operational integrity. You will define commercial policies, approval paths, quoting workflows, and systems requirements; ensure bookings accuracy and policy compliance; and partner across functions to improve controls, automation, and downstream operational execution.

Responsibilities

• Lead the global Deal Desk organization, including managers and regional teams.
• Own hiring, enablement, operating rhythm, and the ongoing evolution of the function.
• Own the end-to-end service model for Deal Desk and Order Management.
• Serve as the executive escalation point for complex, non-standard, and strategic transactions.
• Own the commercial operating model for consumption-priced and hybrid offers.
• Partner with Product and Pricing to translate pricing and packaging strategy into commercial rules, approval matrices, quoting workflows, and systems requirements.
• Define guardrails for complex commercial terms, including multi-year agreements, ramps, bundled offers, usage-based constructs, private offers, and channel motions.
• Own global bookings fidelity and reconciliations, including Salesforce bookings accuracy, quote quality, and policy compliance.
• Partner with operational, finance, accounting, audit, and compliance functions to improve workflows, controls, and automation.

Requirements

• Leadership experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a related quote-to-cash function within enterprise software.
• Experience leading global or multi-region teams supporting complex sales motions and cross-functional stakeholders.
• Understanding of software pricing models, including per-user, tiered, multi-year, usage-based, and hybrid pricing.
• Knowledge of bookings policy, revenue recognition, audit readiness, and compliance requirements.
• Fluency with quote-to-cash systems, including CRM and billing platforms such as Salesforce and Zuora.
• Experience improving approval workflows, escalation paths, service-level expectations, executive deal reviews, and CRM or CPQ-enabled quoting operations.
• Commercial judgment across direct, channel, private offer, and non-standard sales motions.
• Communication, stakeholder management, data-driven influence, and change leadership skills in a global all-remote environment.

Benefits

• Health, financial, and well-being benefits.
• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity compensation.
• Employee Stock Purchase Plan.
• Parental leave.