Senior Director, Deal Desk

POSITION /

TITLE:

Sr Director, Deal Desk

LOCATION:

San Mateo CA;
Orlando FL or NYC NY

POSITION SUMMARY:

We are seeking a strategic, hands‑on Senior Director of Deal Desk to lead and scale our global commercial operations function. This is a true player‑coach role within a fast‑growing SaaS company, requiring a leader who can develop strategy, build scalable processes, mentor a small team, and personally execute complex commercial transactions.

As a trusted business partner to Sales, Customer Success, Partnerships, Legal, Finance, Revenue Operations, Product, and Executive Leadership, this role will own deal strategy, commercial approvals, pricing governance, contracting operations, and hyperscaler marketplace execution. The ideal candidate thrives in a fast‑paced startup environment, enjoys solving complex commercial challenges, and is equally comfortable negotiating a strategic enterprise transaction as they are drafting an order form or supporting a critical quarter‑end deal.

This role will play a key part in building the commercial infrastructure needed to support the company’s continued growth while ensuring operational excellence, scalability, and strong commercial governance.

• Partner with Sales, Customer Success, Partnerships, Finance, and Legal to structure strategic enterprise, partner, and marketplace transactions.
• Review pricing, commercial terms, and deal structures to maximize revenue while managing business risk.
• Own the company’s commercial approval framework, pricing governance, and contracting standards.
• Personally draft, review, and negotiate order forms, amendments, renewals, and other commercial agreements.
• Manage the creation, delivery, and administration of private offers through AWS Marketplace and Microsoft Azure Marketplace following contract execution.
• Ensure compliance with company pricing policies, approval requirements, and commercial governance standards.

• Lead, mentor, and develop the Deal Desk team while fostering a collaborative, customer‑focused culture.
• Partner closely with Sales, Legal, Finance, Revenue Operations, Product, and Executive Leadership to remove obstacles and accelerate deal execution.
• Lead by example by remaining actively involved in strategic deals and quarter‑end execution.

• Drive continuous improvement across the quote‑to‑cash lifecycle through process optimization, automation, and standardization.
• Enhance CRM, CPQ, and contract management workflows, including Hub Spot and Deal Hub, to improve scalability and efficiency.

• Build strong relationships with regional Sales, Customer Success, Legal, Finance, and Expert Services, and Partner stakeholders
• Provide ongoing education and documentation to ensure consistent understanding of deal desk processes

• Develop and monitor KPIs, including deal cycle time, approval turnaround, discount trends, and marketplace adoption.
• Provide actionable insights and recommendations to improve commercial performance and operational effectiveness.

• Minimum 10 years of experience in Deal Desk, Sales Operations, or Revenue Operations, with a strong focus on SaaS, Cloud, or Technology sectors required.
• Proven ability to thrive in a fast‑paced, high‑growth environment, balancing strategic leadership with hands‑on execution required.
• Proven experience in order form drafting, including the incorporation of custom commercial or legal language required.
• Proven experience structuring and negotiating complex enterprise SaaS transactions, including pricing, commercial terms, and contract negotiations required.
• Strong experience drafting and negotiating…