Deal Desk Director

Summary

Join Axonius as the Director of our global Deal Desk team! Lead and mentor a team, providing expert guidance on all aspects of the deal cycle, from structuring and pricing to approvals and margin analysis. Collaborate closely with Sales, Channel, and internal stakeholders to streamline processes and implement scalable solutions. This strategic leadership role requires exceptional communication skills and a passion for operational excellence in a fast-paced technology environment. The position offers a remote-first culture, competitive compensation, and excellent benefits, including comprehensive healthcare, generous parental leave, and opportunities for career growth.

Requirements

• Bachelor's degree in business, finance, or a related field
• 10+ years’ experience in deal desk, order management and operations, or a related field, preferably within the cybersecurity industry
• 4+ years’ experience in leading and growing a team, preferably globally
• Strong understanding of SaaS business models, contract structures, pricing strategies, and financial metrics (ARR, TCV, NRR)
• Excellent written and verbal communication skills, with the ability to convey complex concepts clearly and concisely. Dedication to excellent customer service
• Experience partnering closely with cross-functional teams such as Sales, other SalesOps team members, Legal, and Finance colleagues
• Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company
• Systems proficiency working with Salesforce (especially CPQ), Microsoft Office, Google Suite

Responsibilities

• Support the Sales organization - drive consistency on established deal structures, pricing strategies, and non-standard commercial terms while ensuring compliance with internal policies
• Serve as an expert in advanced Deal Desk activities that impact bookings attainment and deal structuring
• Partner with Revenue and Legal teams to determine contractual language with regards to any commercial terms to ensure transactions comply with revenue recognition and operational policies
• Take ownership of the commercial terms library to ensure more standardized, streamlined negotiations
• Cultivate and maintain relationships with key cross-functional partners/back office teams, serving as a primary point of contact for Deal Desk team for escalations
• Manage executive approvals on complex deal negotiation
• Proactively provide guidance on deal implications, risks, and potential impacts to leadership
• Provide upfront assistance in the pre-sales motion to proactively analyze proper margins in deal structure
• Manage a growing global team of Deal Desk Analysts
• Establish and track performance metrics to ensure the team meets or exceeds goals consistently
• Ensure the team maintains agreed-upon approvals including any discounts, non-standard terms, etc. and SLAs in the quoting process to facilitate accurate order forms and purchase orders
• Own the documentation of FY policy changes and collaborate with the Sales Enablement team to deliver training on Deal Structuring best practices
• Assist in projects as needed, including system enhancements to Salesforce CPQ, partnering with Pricing & Packaging on New Product Introduction initiatives, etc

Preferred Qualifications

Additional proficiency with forecasting tools (Clari, Gong) and ERPs (NetSuite)

Benefits

• Remote-first culture
• 100% coverage of 2 different tiers of employee healthcare premiums
• Dental, vision, and 401k match
• 17 weeks of parental leave for primary caregivers and 8 weeks for secondary caregivers
• Additional time off for important life events like marriage, birth of a grandchild, and more!
• Corporate social responsibility partnerships, employee giving opportunities , and volunteer time off
• Market rate salaries, bonuses, or commissions
• Stock options for all full time employees with equity refresh opportunities
• Highly supported Employee Resource Groups (ERG)
• Executive-level diversity and inclusion goals
• Training, events, and mentorship options
• Ongoing growth opportunities, including mentorship programs, a learning and development stipend, and company-wide courses