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About the Role

This role is responsible for the operational execution and excellence of the regional Deal Desk function in North America, ensuring adherence to global policies, processes, and systems for scalable revenue growth. Reporting to the Head of Global Deal Desk, this position acts as a senior advisor on complex regional deal structures, pricing strategies, and negotiations, partnering with Sales, Finance, Legal, Billing, and Product teams. The ideal candidate possesses strong expertise in B2B SaaS deal operations and CRM/CPQ systems, familiarity with pricing governance and revenue recognition principles, and proven experience leading a regional team in a dynamic, growth-stage environment.

Responsibilities

Lead and scale the North America Deal Desk team, executing global vision, recruiting and developing members, and fostering a customer-centric culture.
Advise on strategic North American deals, evaluating risks and rewards, guiding negotiation strategy, and ensuring alignment with company objectives.
Develop and deliver training programs for North America sales and related teams on pricing, deal structures, quoting tools, and deal processes.
Collaborate with Product, Finance, Legal, and GTM teams to enable new product introduction and monetization, focusing on regional implementation of global packaging and pricing.
Drive quote-to-cash tech stack business requirements, defining regional needs for CPQ implementation and contributing to the order-to-cash tech stack.
Ensure regional governance and adherence to global price books, discounting, approval guidelines, and SKU structures within North America.
Monitor and report on regional deal performance metrics, using insights to improve NA Deal Desk operations and closing processes.
Ensure regional adherence to robust controls, processes, and systems for Deal Desk operations and deal closing, satisfying regulatory and audit requirements.

Requirements

Strategic thinker and problem solver who executes global pricing, discounting, and packaging strategies.
Optimizes regional operational processes within CPQ.
Proven ability to execute and optimize global pricing and deal management strategies within a region.
Exceptional communicator and stakeholder manager across all levels of regional GTM and company leadership.
Experience leading and developing regional teams, with a track record of scaling Deal Desk teams in a fast-paced, high-growth environment.

Skills

CRM systems
CPQ systems
Developing regional business requirements for CPQ configuration
Revenue recognition principles (ASC 606)
Accounting implications of deals
Evaluating contract terms for revenue recognition impact
Compliance with financial policies
Compliance with audit standards
Strategic thinking
Problem-solving
Communication
Stakeholder management

Location

North America

Experience Level

10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies
Experience at late-stage transitioning to public companies (plus)

Salary/Compensations

$161,250—$265,000 USD (On-Target-Earnings including base salary and target incentive compensation)