Director, Deal Desk

Summary

Join Docker, a remote-first company experiencing exponential growth, as a Deal Management leader. Transform existing systems and processes to align with GTM strategies and support growth targets. This key role within the Revenue Operations leadership team requires experience with enterprise sales strategies and the full quote-to-order process. The ideal candidate excels at building systems and processes, leading strategic deal management resources, and partnering with sales leaders to ensure high-quality deals. You will balance process and policy with business partnering, optimizing processes for efficiency and impact. This is a fantastic opportunity to contribute to a rapidly growing company.

Requirements

• 7-10 years of experience leading Deal Management teams (Deal Desk, Order Operations, Quoting resources, etc.) with deep startup building experience using scalable approaches
• Process oriented mindset with an eye for scaling and standardizing
• Experience partnering with Sales leaders and individual contributors in an enterprise sales environment with a proven track record of building relationships that show value to the Sales organization
• A bachelor degree in mathematics, economics, finance or business; plus is a master degree in business administration
• Experience with selling through multiple channel pathways
• Deep experience with multi year SAAS pricing strategies including consumption models
• Solid understanding of SFDC CPQ & IronClad
• Proven experience with developing and evolving quote to order processes through mature IT approaches; experience engaging with Business Applications resources to align our systems to our GTM strategies and processes
• Experience engaging with key stakeholders such as revenue accounting, legal and finance
• Basic understanding of revenue accounting principles
• Deep deal modeling experience with an understanding of COGS, margins, profits and cost accounting principles
• The ability to thrive in a fully remote environment
• Ability to work flexible hours around busy periods of month, quarter or year ends
• Comfortable working in an environment with a sense of urgency with ambitious work ethic - you love seeing the impacts of your work reflected in the success of your team
• Problem solver - ability to identify areas of improvement and need to be able to find solutions independently and effectively

Responsibilities

• Lead a team of 5-7 global Order Operations and Deal Desk teams
• Own, optimize and build key global standard quote to order processes that align to the expectations of the Sales organization while balancing company policies and guidelines
• Be Sales facing and engage with key Sales Leadership to ensure our largest and most strategic deals create value for Docker through creative structuring and pricing
• Lead executing our pricing strategies globally with our Sales organization including creating pricing models and enablement content to ensure our strategies are understood and executed
• Collaborate with our Product Management team through our NPI and other product introduction processes to ensure product launch prices and packaging are aligned to our GTM strategies along with ensuring key enablement content is created and delivered to support launches
• Own our quoting processes from a business efficiency perspective to ensure our processes are intuitive, simple and aligns to the needs of our sellers
• Partner with Revenue Accounting, Finance, Product Management, Business Applications and Legal teams on all things quote to order related
• Create and own deal management metrics to monitor business performance and to manage the team’s efforts and resourcing constraints
• Create high touch and low touch quote to order approaches that ensures our Deal Desk and Order Operations resources are being applied to the most impactful parts of our business
• Lead the Order Management team to standardize and optimize all processes and begin to automate and leverage technology to ensure accuracy and efficiency or our order closure processes
• Own and manage our marketplace bidding and order management processes working closely with our Channel leaders and Sales teams
• Create and own key Deal Management enablement content that helps our Sales organization scale through knowledge and simplified approaches

Preferred Qualifications

Both startup and publicly traded company experience preferred

Benefits

• Freedom & flexibility; fit your work around your life
• Home office setup; we want you comfortable while you work
• 16 weeks of paid Parental leave
• Technology stipend equivalent to $100 net/month
• PTO plan that encourages you to take time to do the things you enjoy
• Quarterly, company-wide hackathons
• Training stipend for conferences, courses and classes
• Equity; we are a growing start-up and want all employees to have a share in the success of the company
• Docker Swag
• Medical benefits, retirement and holidays vary by country