Deal Desk Strategist - EMEA

Saviynt's AI-powered identity platform manages and governs human and non-human access to all of an organization's applications, data, and business processes. Customers trust Saviynt to safeguard their digital assets, drive operational efficiency, and reduce compliance costs. Built for the AI age, Saviynt is today helping organizations safely accelerate their deployment and usage of AI. Saviynt is recognized as the leader in identity security, with solutions that protect and empower the world’s leading brands, Fortune 500 companies and government institutions.

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We are seeking an experienced, analytical, and commercially savvy leader to step into the role of Deal Desk Strategist
. This individual will be instrumental in leading the Deal Desk function, ensuring the seamless and profitable execution of complex, high-value transactions. This position requires a strategic mindset, deep expertise in SaaS business models (preferably IGA), and proven leadership ability to both manage commercial risk and drive process excellence across a high-growth sales organization.

This role reports to the Global Deal Desk Director and is essential for scaling our revenue operations, mitigating commercial risk, and optimizing profitability globally.

The Deal Desk Manager will be responsible for setting strategy, managing team output, and owning key commercial tools.

• Own Deal Strategy: Provide strategic leadership and guidance to sales leadership and Account Executives (AEs) on the most complex, high-value, and non-standard deals. Set the standard for optimal deal structure, pricing, and commercial terms to maximize long-term customer value (LTV) and profitability.
• Sales Structure Expertise: Demonstrate a deep understanding of the various SaaS deal types—including New Logo, Expansion (Upsell/Cross-sell), Renewal, and Consumption/Usage-Based models—to guide Sales on structure and commercial positioning for each.
• Profitability Focus: Ensure all deal structures align with our company’s revenue objectives by clearly understanding how SaaS companies make money (Subscription ARR, Professional Services, Expansion Revenue) and prioritizing deal terms that drive high-quality, recognizable revenue (ASC 606).
• Approval Authority & Risk Mitigation
  :
  Serve as a primary escalation point for all pricing exceptions, non-standard terms, and commercial risks. Exercise management-level approval authority on CPQ quotes and ordering documents, ensuring strict adherence to global company policies, revenue recognition standards (ASC 606), and strategic goals.
• Executive Business Partnering
  :
  Act as a trusted business partner to Sales Directors/VPs, Finance, Legal, and Executive leadership, providing data-driven insights on deal trends, win/loss analysis based on commercial structure, and profitability metrics.

• Lead CPQ and Commercial Roadmap
  :
  Own and drive the continuous improvement roadmap for the Configure, Price, Quote (CPQ) system and related commercial tools. Prioritize enhancements that maximize sales velocity, data accuracy, and compliance.
• Team Enablement and Training: Develop, lead, and execute a comprehensive Global Enablement Program for the sales organization on new pricing models, updated commercial policies, and best practices for leveraging CPQ, transitioning from training sessions to developing institutional knowledge.
• Manage Documentation and Knowledge: Oversee the development, maintenance, and mandatory usage of a central Commercial Language Library and Policy Repository to ensure consistency, minimize time-to-close, and reduce legal/financial risk across all geographies.
• Process Efficiency
  :
  Proactively identify and resolve systemic bottlenecks in the deal cycle, developing and implementing scalable solutions to improve the efficiency and accuracy of the end-to-end quote-to-cash process.

• Deal Analytics: Track, analyze, and report on key deal metrics (e.g., discounting, average selling price, term length, non-standard term frequency) to identify trends, inform pricing…