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About the Role

This role serves as a strategic partner to the go-to-market organization, ensuring deal integrity, commercial compliance, and operational efficiency across the entire quote-to-cash lifecycle. The position requires deep expertise in deal structuring and contract operations within a SaaS environment, coupled with the ability to build and develop a high-performing team. The ideal candidate will earn the trust of both Sales and cross-functional partners, reducing friction without increasing risk.

Responsibilities

Serve as primary escalation and approval point for non-standard deal structures, pricing exceptions, discounting, and commercial terms across all segments and regions.
Partner with Sales, Sales Leadership, and Finance to structure complex, multi-product, multi-year deals, maximizing revenue while maintaining commercial controls.
Develop and enforce deal desk policies, approval workflows, and discount guardrails to ensure consistency and protect margin.
Drive deal velocity by managing SLAs, removing approval friction, and proactively flagging pipeline risks or opportunities.
Build and maintain deal desk playbooks, pricing matrices, and escalation frameworks for the revenue organization.
Own the end-to-end contract lifecycle management process, from initial redlines through execution, renewal, and archiving.
Maintain and continuously improve the standard contract playbook, fallback positions, and pre-approved clause libraries with Legal.
Oversee contract repository hygiene and data accuracy within the CLM system, identifying and implementing tooling improvements.
Partner with Legal on non-standard or high-risk contractual terms, ensuring proper escalation and timely resolution.
Track contract key dates (renewals, terminations, obligations) and proactively surface risks or opportunities to Sales and Finance leadership.
Act as a trusted advisor to Sales on deal strategy, structuring options, and commercial risk, translating complex policy into actionable guidance.
Collaborate with RevOps, Finance, and Billing for seamless handoffs from signed contract to revenue recognition and invoicing.
Partner with Legal, Compliance, and Security to ensure contracts meet regulatory, data privacy, and company risk standards.
Drive alignment between Sales and Finance on revenue recognition implications of deal structures in accordance with ASC 606.
Contribute to executive-level reporting on deal desk metrics, contract compliance, and commercial health.
Recruit, lead, manage, and develop a team of Deal Desk Analysts and Contract Managers.
Set clear performance expectations, establish team OKRs, and create development paths for individual contributors.
Identify and implement process improvements, automation opportunities, and tooling enhancements across both functions.
Build scalable processes supporting company growth across new segments, geographies, and product lines.

Requirements

Deeply service-oriented approach to Sales interactions, focused on finding solutions while maintaining commercial integrity.
High standard of ownership, setting clear expectations, following through on commitments, and fostering accountability.
10+ years of experience in Deal Desk, Revenue or Financial Operations, Contract Management, or related commercial operations within a B2B SaaS or technology company.
5+ years of people management experience, with a track record of building and developing high-performing teams.
Deep familiarity with SaaS commercial models, including subscription pricing, multi-year deals, usage-based structures, and enterprise licensing.
Experience working with CLM tools (e.g., Ironclad, Conga, DocuSign CLM) and CRM platforms (Salesforce required).
Strong understanding of revenue recognition principles (ASC 606) and their practical application to deal structuring.
Proven ability to influence cross-functional stakeholders including Sales leadership, Finance, and Legal without direct authority.
Exceptional attention to detail combined with the ability to operate strategically and manage competing priorities in a fast-paced environment.
Excellent written and verbal communication skills, with the ability to synthesize complex commercial or legal concepts for non-expert audiences.
Thrives in a high-growth, dynamic environment, comfortable operating with ambiguity while building structure.

Skills

Deal Desk
Revenue Operations
Financial Operations
Contract Management
SaaS commercial models
Subscription pricing
Multi-year deals
Usage-based structures
Enterprise licensing
CLM tools
Ironclad
Conga
DocuSign CLM
CRM platforms
Salesforce
Revenue recognition principles (ASC 606)
Cross-functional influence
Strategic thinking
Prioritization
Written communication
Verbal communication
Complex concept synthesis
Team leadership
Process improvement
Automation
Scalable process building

Experience Level

10+ years of experience in Deal Desk, Revenue or Financial Operations, Contract Management, or related commercial operations function within a B2B SaaS or technology company
5+ years of people management experience

Education Level

Bachelor's degree in Business, Finance, Legal Studies, or a related field
MBA or JD a plus

Salary/Compensations

Final compensation determined by relevant experience, skills, qualifications, and geographic location.
Eligible for variable compensation (bonus or commission), equity, and benefits in accordance with local policies.
Details shared during the hiring process.
Committed to equitable and transparent pay practices aligning to market data, internal equity, and individual contribution.

Benefits

Variable compensation (bonus or commission)
Equity
Benefits in accordance with local policies

About the Company

Commerce empowers businesses to innovate, grow, and thrive with an open, AI-driven commerce ecosystem.
Parent company of BigCommerce, Feedonomics, and Makeswift, connecting tools and systems for growth.
Enables businesses to unlock data potential, deliver seamless personalized experiences, and adapt swiftly to market changes.
Believes in harnessing AI responsibly to unlock new possibilities.
Helps businesses confidently solve complex commerce challenges to build smarter, adapt faster, and grow on their own terms.
A team of bold builders, sharp thinkers, and technical trailblazers shaping the future of commerce.
Committed, curious people unleashing talent, striving at the edge of what’s possible, impacting billions of lives.
Values dedication, collaboration, and inspiration to 'Do Extraordinary'.
Natural problem-solvers, champions of empowering businesses, and hungry learners.
Fosters a supportive culture with team activities like nerf wars and social gatherings.

Equal Opportunity

Commerce believes celebrating unique histories, perspectives, and abilities makes a difference for the company, customers, and community.
An equal opportunity employer, building an inclusive atmosphere for every person to contribute, grow, and thrive.
Committed to creating an inclusive and accessible hiring experience for all candidates.
Accommodations or adjustments available at any stage of the recruitment process upon request.