Responsibilities
- Serve as a strategic advisor through management of a multi-sector, multi-industry, global Deal Desk function
- Architect standard deal structures for emerging capabilities, in close partnership with Product, Engineering, and FP&A teams
- Optimize nonstandard sales for ASC 606 compliance
- Analyze deal trends; provide recommendations on pricing, packaging, and business rules through a continuous improvement cycle
- Develop and standardize business rules
- Drive formal, fast-paced Deal Committees for large, complex deal reviews, within tight time frames, for emergent needs
- Facilitate the launch of new pricing rollouts, with a key role in customer migrations
- Integrate seamless nonstandard content development across Proposals, as well as simplify deliverable forecasts for Finance and Accounting
Requirements
- 6+ years of direct Deal Desk experience, more desired
- Expert in revenue recognition (ASC 606) and common SaaS metrics
- High proficiency in Salesforce and CPQ
- Track record of deal structuring and pricing analysis
- Experience with contract management
- Expert stakeholder management and communication skills
- Expert collaborator and negotiator
- Experience challenging and influencing an Executive audience
- Industry AI trends in Deal Desk Management
- Experience and knowledge interpreting government contracts
Nice to Have
- 8+ years in Deal Desk functions, or advanced negotiation experience
- Solid FP&A background
- Experience launching a Deal Desk
- Experience in government contracting or large Prime contracting motions
- Experience with both SaaS and hardware sales
Work Arrangement
Hybrid — San Francisco, Washington D.C.
Additional Information
- This is a full-time, hybrid role which will require you to work from our San Francisco or Washington D.C. office 3 days per week
