Director, Deal Strategy

Summary

The job description is for a Director of Deal Desk at Highspot, a company transforming the way millions work with sales enablement. The role involves leading a team, collaborating with various departments, defining team goals and priorities, structuring deals, and optimizing business strategy. The position can be remote or in-office in several specified locations.

Requirements

• Bachelor’s degree in Business, Finance, or a related field
• 10+ years of experience in deal desk, sales operations, or related roles
• Strong understanding of deal structuring, pricing strategies, contract management
• Strong collaboration capabilities across departments
• Excellent analytics, problem-solving, and decision-making skills
• Strong proficiency with CRM (Salesforce), including/especially CPQ, and other deal desk related tools and technologies (e.g., Lexicon)
• Experience with maintaining the company’s price book (SKU’s, product descriptions, pricing, and the like)
• Ability to react and pivot in ambiguous and changing environments
• Strong ability to define, implement and execute on sales processes across global selling teams
• Experience of successfully working with c-suite executives with strong communications and presentation development

Responsibilities

• Build, mentor and lead a high-performing Deal Desk team
• Be an integral member of product launches, ensuring SKUs are created, the field is enabled and the Deal Desk team is prepared
• Ensure deal desk processes support the successful launch and scaling of new products
• Provide training and development opportunities to enhance team capabilities and performance
• Effectively define team goals and priorities around deal constructs, special pricing, operations, and revenue policies for addressing obstacles to deal closure and other sales escalations
• Collaborate with executive leadership to define deal objectives, priorities & success metrics for deals
• Collaborate with sales, finance, legal and product teams to structure competitive and profitable deals
• Work extremely closely with sales leadership to understand deal requirements and provide support for complex negotiations
• Serve as a key point of contact for internal stakeholders on deal-related matters, including escalations
• Identify opportunities to streamline and automate deal desk processes to improve efficiency and accuracy
• Collaborate with product, marketing & sales teams to develop and execute go-to-market strategies for new products including downstream implications for quoting and SKU development
• Ensure all non-standard business terms are reviewed, approved, and properly documented
• Anticipate Sales teams’ business needs through participation in events such as pipeline review calls and forecast calls
• Drive the scoping, design, and implementation of new internal projects and processes that are repeatable, scalable, and measurable related to Deal Desk optimization

Benefits

• Comprehensive medical, dental, vision, disability, and life benefits
• Health Savings Account (HSA) with employer contribution
• 401(k) Matching with immediate vesting on employer match
• Flexible PTO
• 8 paid holidays and 5 paid days for Annual Holiday Week
• Quarterly Recharge Fridays (paid days off for mental health recharge)
• 18 weeks paid parental leave
• Access to Coaches and Therapists through Modern Health
• 2 volunteer days per year
• Commuting benefits