Director, Deals Desk

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values:
Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Your Career We are looking for an experienced Director, Deal Desk to oversee the commercial deal structure and governance for our North American region. This role is responsible for the oversight of complex, high-value transactions, ensuring they align with corporate financial objectives and requirements. You will serve as a bridge between Sales and Finance leadership and partner with many internal functions such as legal, revenue, product and operations to ensure consistent commercial execution and predictable revenue outcomes.

You will build and scale a high-performing team, define deal approval policies and governance, and accelerate complex deal cycles while maintaining risk control and profitability.

Your Impact

• Commercial Oversight:
  Act as the senior authority for North American deal structuring, develop region-specific pricing and discount strategies that align with NAM market dynamics, competitive landscape, and the company's long-term financial objectives.

• Financial Analysis &
  
  Risk Management:
  
  Provide sophisticated financial modeling and analysis for sales proposals, assessing the impact of deal terms (e.g., pricing, payment schedules, volume commitments) on Gross Margin, ARR, and RPO as some of the KPI’s. Provide executive-level reporting on margin health, deal economics, and long-term commercial viability.

• Policy Governance:
  Define and enforce global commercial policies. Act as an authority on non-standard pricing and contractual deviations, ensuring all commercial agreements adhere to US GAAP and company revenue recognition policies.

• Cross-Functional Management:
  Facilitate and lead alignment meetings with cross-functional teams, serving as the central point for identifying, understanding, and resolving risks and roadblocks throughout the deal lifecycle. Collaborate cross-functionally with Finance / Revenue Ops on revenue recognition, forecasting, margin analysis, and deal economics. Work with Legal to standardize terms, review redlines, and manage risk tradeoffs

• Process and Operational Transformation:
  Identify process and system bottlenecks that are hindering deal velocity, work with system teams on the ongoing development of our CPQ (Salesforce) ecosystem. Create process improvements and implement quickly to increase sales velocity and high-volume growth.

• Trusted Advisor:
  Serve as a strategic partner to Sales leadership, providing objective analysis of discounting trends, and competitive pricing structures, crafting deal structures that are a win/win for the customer and Palo Alto…