Head Of Deals Desk And Pricing Strategy

Summary

Join DoiT as the Head of Deals Desk & Pricing Strategy and lead a team focused on improving deal quality and quantity, ultimately accelerating revenue growth. Based ideally on the East Coast, you will develop and implement pricing strategies, partner incentive programs, and streamline processes to enhance sales efficiency. This role requires a unique blend of strategic vision and hands-on leadership, building upon your experience in scaling Deals Desk functions within a high-growth tech company. You will collaborate closely with Legal, Finance, and Sales teams, acting as a subject matter expert in deal structuring and contract negotiations. The position offers a remote-friendly work environment with various benefits, including unlimited PTO, flexible working options, and professional development opportunities.

Requirements

• 8+ years combined experience leading and scaling high-performing Deals Desk, Finance, or Sales Ops teams at a high growth, global tech company
• Proven track record of building Deals Desk or Strategic Pricing functions, enable Sales teams to drive measurable increases in deal velocity and revenue growth
• A history of creative solutions to complex deal structures, including enterprise-level software agreements with a focus on resell and channel relationships
• An ability to think strategically and still roll up your sleeves, understanding the broader business and financial implications of different deal mechanics
• Demonstrated understanding of, and experience implementing, the tools and processes that enable Deals Desk, Sales, and Finance teams to streamline and accelerate the order to close process (QTC, CPQ, CLM, SFDC, etc)
• Highly emotionally intelligent (EQ) with an ability to confidently and clearly articulate your perspective, re: have a point of view
• An unwavering commitment to embrace change in the name of growth

Responsibilities

• Lead the development of our global Deals Desk team; driving the strategy behind, and owning every aspect of, the end-to-end deal desk process
• Form a close partnership with Legal, acting as strategic advisors to the Sales and Finance teams - serving as a subject matter expert and thought leader on matters of complex/creative deal structuring, leveraging partner pricing strategies, contract negotiations, deal reviews, and quote/contract management
• Be the first line of defense in the deal review process - coaching reps on deal commercial structuring and best practices that help increase awareness and accelerate deal velocity
• Lead the development and documentation of DoiT’s best practices, booking policies, approval thresholds, and models that enable repeatable processes and scale
• Centralize the execution and administration of various partner incentive programs to drive better deals for DoiT and our customers alike
• Establish, track, and report on relevant KPIs and SLAs around the proper functioning of a high-level Deals Desk team
• Build and maintain a Deals Desk content library that gives Sales teams self-serve access to best practices on deal mechanics, order processing, structure and execution
• Leverage technology to streamline workflows, increase productivity, and support growth of our Deals Desk, Sales, Finance, and Legal teams
• Partner with the Revenue Accounting team to review and alleviate revenue/booking recognition concerns for non-standard deal structures
• Hire, coach, and develop a global team of high performing deal experts

Benefits

• Unlimited PTO
• Flexible Working Options
• Health Insurance
• Parental Leave
• Employee Stock Option Plan
• Home Office Allowance
• Professional Development Stipend
• Peer Recognition Program