Head of Lead-to-Cash & Deal Desk; Remote

Summary

Director, Commercial Sales Support

Division:
Americas Portable Division

Position Summary

The Director, Commercial Sales Support, leads the Americas Portable commercial support organization and owns the end-to-end lead-to-cash operating model that converts customer demand into accurate, compliant, revenue-ready orders. This role oversees order management, quoting and booking, deal desk support for complex and non-standard transactions, CPQ, and pricing administration across the Portable hardware and software portfolio. Taking an enterprise-wide view from opportunity through cash application, the Director identifies delays, rework, and revenue leakage, then addresses root causes through process discipline, governance, and cross-functional partnership.

This people-leadership role is responsible for building a scalable, metrics-driven function by setting service standards, designing the operating model, developing managers and specialists, and partnering closely with Sales, Finance, Legal, Supply Chain, and IT. Success is measured by order accuracy, quote and booking cycle time, clean revenue capture, deal velocity, and the commercial organization's confidence in the support function.

Job Responsibilities

End-to-End Lead-to-Cash Process Ownership

• Own the Americas Portable lead-to-cash process from opportunity and configuration through quote, approval, booking, fulfillment handoff, invoicing, and cash application.
• Map the full lead-to-cash value stream, assign ownership at each stage, and define clear, measurable cross-functional handoffs.
• Measure the process end to end by tracking stage cycle times, first-pass yield, error and rework rates, touch counts, leakage points, and dashboard performance.
• Address root causes of friction, including incomplete opportunity data, configuration errors, approval bottlenecks, order holds, and billing disputes, instead of correcting issues downstream.
• Standardize processes across Americas countries and channels to reduce local variation and avoid one-off workarounds.

• Own Americas Portable order management from intake and validation through booking, fulfillment handoff, and finance handoff.
• Confirm orders are complete, accurate, and compliant with pricing, contract, and revenue-recognition requirements before booking.
• Establish controls and audit-ready documentation to reduce rework, credits, and revenue leakage.

• Lead the deal desk as the primary support point for complex and non-standard Portable transactions, including multi-year, bundled, subscription, discounted, and custom-term deals.
• Partner with Sales, Finance, Legal, and Product to structure deals that balance customer needs with margin, risk, and revenue-recognition requirements.
• Own approval workflows by defining thresholds, streamlining routing, and reducing decision cycle time while maintaining governance.
• Provide commercial guidance and escalation support to Portable sales leadership on strategic pursuits.

• Own the business roadmap for lead-to-cash system enhancements, prioritizing the backlog and partnering with IT and business systems teams on requirements, delivery, testing, and adoption.
• Partner with process excellence and enablement teams to standardize work, documentation, and training for sales and support teams.
• Own a standing continuous improvement pipeline for commercial support and the broader lead-to-cash process, including intake, prioritization, capacity planning, and visible backlog management. Partner with Technology teams on requirements, delivery, testing, and adoption.
• Lead structured improvement initiatives using Lean Six Sigma and root-cause methods, from project charter through control plan and validated financial benefit.
• Set annual improvement goals for cycle time, accuracy, cost-to-serve, and touch reduction, and hold the organization accountable for results.

• Lead and develop the Americas Portable commercial sales support team, including managers, order management specialists, deal desk analysts, and CPQ/pricing resources.
• Define the operating and coverage models, set service-level…