Director, Deal Desk

Summary

Join BigID, a leading data security and privacy tech startup, as their Deal Desk Director. Lead the Deal Desk team, responsible for deal pricing, quote-to-cash processes, CPQ automation, and driving deal closures. Collaborate with global Go-To-Market teams, Legal, Finance, and Operations. The ideal candidate has extensive experience in B2B SaaS, automating quote-to-cash processes, pricing management, and working with sales to improve efficiency. You will advise sales on deal-related matters, manage approvals, ensure compliance, and develop initiatives to improve productivity. This role requires strong leadership, analytical, and communication skills, along with proficiency in Salesforce CPQ and other relevant tools. BigID offers a remote-first work environment and a comprehensive benefits package.

Requirements

• 7+ years of success managing a Deal Desk function in the B2B Enterprise SaaS Industry / at a high-growth SaaS startup (or, experience rocking Deal Desk as an individual contributor, and the hunger to take on a leadership role)
• Proven success partnering with GTM Teams and other cross-functional departments
• Strong experience in Channel and Direct Sales models (working with value-added resellers a plus)
• Strong experience in contract/legal negotiations with enterprise customers and working with enterprise sales teams
• Strong understanding of software revenue recognition and quote-to-cash process
• Highly organized, customer-focused, innovative, and strong attention to detail
• Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
• Excellent communicator, self-aware, transparent, professional, and open to feedback
• Ability to multitask and prioritize at times of high volume (i.e. End of Month/End of Quarter), while keeping cool under pressure
• Strong quantitative skills and highly proficient in G Suite, Salesforce.com, and CPQ (such as Salesforce CPQ or other tools)
• Strong management and mentorship skills, including a proven track record of helping direct reports grow & develop in their careers
• Ability to function independently as well as within a team effectively and efficiently
• Must be able to exercise independent judgment with little or no oversight

Responsibilities

• Serve as the primary advisor to Sales on all deal-related matters, advising the team on alternative pricing options, contract objection-handling techniques, and/or value propositioning to help drive deal closures
• Own day-to-day quote management and related approvals, ensuring compliance with business policies
• Act as a point of escalation for deal-related matters; advise on approval processes, approving exceptions as necessary
• Create & maintain an approvals matrix with the support of business leaders
• Assist sales in interpreting contractual language; draft custom language in collaboration with Legal when necessary
• Ensure deals comply with revenue recognition and operational policies; support fulfillment of deals for revenue recognition compliance
• Develop and drive initiatives to improve productivity, Deal Desk process, and company policies; simplify deal-related processes throughout the Sales organization; manage cross-functional projects to improve the entire quote-to-cash process
• Partner with Sales Operations, Enablement, and GTM Systems teams on overall process/system improvements, training, enablement, and other projects
• Deliver relevant training to new and existing Sales reps on working with Deal Desk, Closed Won process, and overall quote-to-cash best practices
• Administer quote-to-cash tech stack (including Salesforce CPQ), ensuring maximum adoption across teams; drive automation of QTC processes, implementing new software and software enhancements to support Sales needs
• Develop tools that help the Sales team effectively price and structure deals
• Be the subject matter expert for pricing; work with the Product & Engineering teams to develop pricing for new features and maintain pricing collateral & systems
• Be a sales-facing and occasionally customer-facing subject matter expert on deal structuring, processes, and policies
• Perform historical deal analysis to inform future pricing updates, discount guidance, and deal structures
• Manage a team of Deal Desk Analyst(s) / Manager(s)team

Benefits

• Work from home with a global remote-first community
• Global Culture Corner
• Flexible PTO and Quarterly Volunteer Days
• Equity Participation
• 100% employer-covered medical, dental, and vision options available to you
• Additional insurance benefits like pet insurance and legal assistance
• Learning & Development Opportunities
• Fidelity Employer Sponsored 401K
• Paid Parental Leave