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About the Role
The Deal Desk Strategy Lead owns both the strategic and operational aspects of deals while serving as a Lead for Contract Operations. This individual contributor role involves personally handling complex, high-value deals and providing support and an initial escalation path for less complex deals managed by Contract Operations. Deal Strategy functions as a concierge-style support for Sales across the full deal lifecycle.
Responsibilities
- Act as Sales’ primary partner on intake and strategy, balancing revenue goals, pricing and discount policy, product configuration, and customer health.
- Serve as the escalation point for non-standard commercial structures.
- Partner with FinOps, Finance, and Legal on deal terms, discounts, and approvals.
- Generate quotes (CPQ), order forms, and contracts.
- Manage redlines, playbooks, fallbacks, and pre-approved clauses with Legal.
- Ensure Salesforce deal data accuracy and troubleshoot tooling issues.
- Coordinate stakeholders, route documents for signature, file executed contracts, and confirm rev rec steps are complete.
- Provide ongoing support via Slack and be available for deal discussions, especially at quarter-end.
- Develop junior team members and monitor team KPIs.
- Review recommendations before they go to Sales or Finance leadership.
Requirements
- 7+ years in Deal Desk, Contract Management, Sales Ops, or similar at a B2B SaaS or technology company.
- 4+ years coaching or mentoring a contract management team.
- Experience with complex enterprise deals and subscription models.
- Strong grasp of quote-to-cash, pricing and discounting frameworks, and rev rec impacts.
- Skill in drafting legal language from playbooks and redlining commercial contracts.
- Excellent stakeholder management, with the ability to influence without authority.
- Sound decision-making within approval levels, strong analytical skills, and attention to detail.
- Comfort with ambiguity and building structure.
- Salesforce experience strongly preferred.
- Ironclad workflow experience a plus.
Skills
- Deal structuring
- Contract management
- Sales operations
- Quote-to-cash
- Pricing and discounting frameworks
- Revenue recognition
- Legal language drafting
- Contract redlining
- Stakeholder management
- Salesforce
- Ironclad workflow
Location
- Remote
- Austin
- Atlanta
- London
Work Type
- Remote-first
- Optional collaborative workspaces
Experience Level
- 7+ years
- 4+ years coaching/mentoring
Salary/Compensations
- $116,767.00 - $175,151.00
Benefits
- Variable compensation (bonus or commission)
- Equity
- Benefits in accordance with local policies
About the Company
- Commerce's mission is to empower businesses to innovate, grow, and thrive with its open, AI-driven commerce ecosystem.
- Commerce is the parent company of BigCommerce, Feedonomics, and Makeswift, connecting tools and systems that power growth.
- The company enables businesses to unlock data potential, deliver seamless and personalized experiences, and adapt swiftly to market changes.
- Commerce believes in harnessing AI responsibly to unlock new possibilities.
- The company's purpose is to help businesses confidently solve complex commerce challenges so they can build smarter, adapt faster, and grow on their own terms.
- Commerce is looking for individuals who use AI intentionally to solve problems, accelerate outcomes, and expand possibilities.
Equal Opportunity
- Commerce believes that celebrating the unique histories, perspectives and abilities of every employee makes a difference.
- Commerce is an equal opportunity employer and the inclusive atmosphere built together will make room for every person to contribute, grow and thrive.
- Commerce is committed to creating an inclusive and accessible hiring experience for all candidates.
- If accommodations or adjustments are required at any stage of the recruitment process, they will be provided.