Partner with Sales leadership on deal strategy across New, Renewal, and Expansion motions.
Provide guidance on pricing, packaging, multi-year structures, ramps, co-terms, payment terms, and competitive positioning.
Drive consistency in how Illumio Products & Services, Marketplace transactions, are quoted and approved across the region.
Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools).
Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies.
Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals.
Enable Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches.
Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations.
Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity.
Facilitate consistent communications to coverage sales region regarding policy updates, pricing changes, and approval processes.
Monitor deal pipeline quality, data hygiene, and forecast accuracy for coverage region.
Identify recurring friction points and collaborate with BizApps to enhance quote-to-cash systems.
Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness.

6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment.
Strong understanding of SaaS commercial models: subscription renewals, expansions, usage-based licensing, multi-year deals, ramps.
Deep hands-on experience with Salesforce, CPQ, Order Form generation, and order booking workflows.
Ability to analyze complex deal structures and provide clear guidance to Sales and leadership.
Exceptional communication skills and comfort working with distributed, cross-functional global teams.
Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies.
Comfortable operating independently with high ownership, as expected in Illumio style distributed teams.
Ability to thrive in a fast-paced, dynamic environment.
Organized and a self-starter.

Experience with Marketplace transactions (AWS, Azure, GCP).
Familiarity with pricing frameworks, SKU simplification projects, and product bundling.
Experience supporting Enterprise customers in APJ, including region-specific commercial considerations.
Experience with CPQ transformation programs or custom quoting workflows, including tools such as Agentforce or custom UI-based solutions.

On-site — Sunnyvale, CA

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.
All official job offers are extended directly by the recruitment team through an official E-Signature document.
Illumio does not request personal information such as financial details or social security numbers during the offer process; such information is collected only after background check and prior to or on first day of employment.
Candidates should report any communication requesting personal details outside of official processes.

Illumio is hiring a Deal Desk Strategist