Director, Deal Desk

At Conga, we’ve built a community where colleagues can thrive. Opportunities to innovate and support growth through individual and team development are available in an environment where every voice is heard.

Job Title: Director, Deal Desk

Reports to: VP, Revenue Operations / CRO

Locations: US – Boston, MA, Houston, TX

As Director, Deal Desk at Conga you will build, scale, and run the global Deal Desk function. You will lead a team of professionals and partner with the Chief Revenue Officer, SVP of Sales, VP of Legal, and CFO to align deal operations with go‑to‑market strategy. You will be accountable for pricing governance, deal velocity, revenue quality, and the professional development of the organization.

Deal Desk is a critical driver of commercial execution, revenue quality, and operational scalability. The role sits at the intersection of Sales, Finance, Legal, Revenue Accounting, and Operations, ensuring pricing integrity and compliance while moving opportunities efficiently through the sales cycle.

• 10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, Commercial Finance, or a closely related field.
• Demonstrated track record of building or scaling a Deal Desk or Revenue Operations function at a high-growth SaaS company.
• Deep expertise in enterprise SaaS pricing models, deal structuring, commercial negotiation strategy, and quote‑to‑cash operations.

• 5+ years of people‑leadership experience, managing managers and leading teams across multiple levels and geographies.
• Strategic partner to executive leadership with experience influencing decisions through commercial expertise, operational excellence, and data‑driven insights.
• Experience partnering with C‑suite stakeholders and presenting in executive‑level forums.

• Develop and manage pricing governance frameworks, discount authority matrices, deal approval hierarchies, and pricing exception policies.
• Partner with Product, Marketing, Finance, and Sales leadership to evolve pricing and packaging strategies.
• Strong command of ASC 606 revenue recognition principles and their application to complex SaaS and multi‑element commercial arrangements.

• Escalation point for strategic, complex, and high‑risk transactions with sound judgment on deal structure, terms, revenue implications, and risk mitigation.
• Balance deal velocity with governance and operational controls to enable effective sales closure.

• Collaborate effectively with Sales, Finance, Revenue Accounting, Legal, Product, and Operations teams to align the commercial process.
• Drive cross‑functional initiatives spanning quote‑to‑cash, contract operations, order management, and revenue lifecycle processes.

Bachelor’s degree in Finance, Business, Accounting, or a related field is preferred.

• Experience building, scaling, or transforming a global Deal Desk organization.
• Experience operating in a high‑growth SaaS environment.
• Experience leading teams through company growth, M&A integration, or product portfolio expansion.
• Experience supporting executive leadership and board‑related discussions.

• Deep expertise in enterprise SaaS pricing models and commercial negotiations.
• Strong knowledge of ASC 606 revenue recognition requirements.
• Experience partnering with Revenue Accounting and external auditors.
• Experience managing commercial terms libraries and contract standardization initiatives.

• Hands‑on expertise with Salesforce CRM.
• Experience with CPQ platforms such as Conga CPQ, Salesforce CPQ, or Revenue Cloud.
• Experience with ERP systems, preferably Net Suite.
• Familiarity with CLM and revenue lifecycle management platforms.

• Experience developing executive‑level reporting and analytics around deal mix, discount trends, win‑loss analysis, and revenue quality.
• Ability to translate complex commercial data into actionable insights for CFO and…