Head of Deal Desk

Altana is the network for trusted trade. Our AI-powered product network empowers governments and businesses to build a more resilient and secure global economy while keeping trade flowing.

As the Head of Deal Desk at Altana, you'll play a critical role in shaping the company's commercial success by partnering closely with Sales, Legal, Finance, and Product teams. Reporting directly to the CFO, you’ll oversee and optimize deal structuring, pricing strategies, and contract negotiations, ensuring alignment with business objectives and compliance with company policies.

• Partner with sales teams to structure, negotiate, and approve complex deals, ensuring alignment with Altana’s strategic goals and financial targets.
• Provide strategic guidance on pricing, discounting, and contract terms to optimize profitability and competitiveness.

• Serve as the primary point of contact for deal-related inquiries, escalations, and approvals.
• Collaborate closely with Legal to review, negotiate, and redline customer contracts (NDAs, MSAs, order forms, SOWs) to minimize risk and ensure compliance.
• Act as the initial negotiator for contract terms, balancing customer needs and business objectives effectively.

• Develop, refine, and implement efficient deal desk processes to accelerate deal velocity and reduce cycle times.
• Establish best practices and utilize tools to streamline approval workflows and improve cross-functional collaboration.
• Ensure accurate and timely documentation and data entry into CRM systems (Salesforce) and other operational platforms.

• Track deal metrics, generate comprehensive reports, and provide actionable insights on deal performance and market trends to Sales and Finance teams.
• Identify and implement continuous improvements in deal strategies and structures based on data-driven analysis.

• Collaborate with Finance and Sales Operations to align deal desk initiatives with broader revenue goals and strategic company objectives.
• Support new product launches by developing effective pricing and packaging strategies in coordination with Product, Sales, and Finance.
• Provide training and ongoing education to sales teams regarding deal structuring, pricing guidelines, contract terms, and revenue implications.
• Offer strategic insights derived from deal desk experiences to leadership teams to address business challenges and identify opportunities.

• Bachelor’s degree in Business, Finance, or a related discipline.
• 5-10+ years of relevant experience in deal desk or related roles, particularly within SaaS or technology sectors.
• Deep expertise in pricing strategies, contract negotiation, and end-to-end sales processes.
• Proficient in CRM systems (e.g., Salesforce) and sales enablement tools, with experience leading or participating in CPQ implementations.
• Exceptional analytical capabilities, able to evaluate complex deal scenarios and deliver insightful, data-driven recommendations.
• Strong communication and interpersonal skills, adept at influencing stakeholders and fostering cross-functional collaboration.
• Experienced in government contracting is highly desirable.
• Demonstrated ability to thrive under pressure, manage multiple competing priorities, and consistently meet deadlines.

This role can be based in Brooklyn, NY, USA or Washington, D.C., USA, with hybrid work flexibility and candidates must be from our Williamsburg, Brooklyn office or our downtown D.C. office.

$170,000 - $210,000 USD

The salary range, to the extent specified for this role, is a good faith statement of the minimum and maximum levels of the annual based salary for the position. The base salary offered to a successful candidate will depend on a wide range of compensation factors, including, but not limited to, work experience, education and/or training, critical skills, and/or business considerations.

Competitive equity grants are included in the majority of full time offers; and are considered part of Altana's total compensation package. Altana also offers either a…