Deal Desk Director

International Data Group, Inc.

13d•$100,000 - $120,000•Hybrid

About The Position

Join our high-impact team as a Director of Deal Desk, where you'll drive the end-to-end deal lifecycle, optimize deal structures, and ensure pricing accuracy and contract compliance for our global sales organization. Acting as a strategic partner, you’ll collaborate with Sales, Finance, Legal, and Product teams to maximize profitability while aligning deals with corporate policies and financial objectives. The ideal candidate brings strong analytical skills and a proven ability to foster cross-functional collaboration.

Requirements

7+ years of experience in sales operations, revenue operations, or a similar role, with at least 3 years of experience leading a Deal Desk or similar function
Proven experience working in a market intelligence, SaaS, or data-driven environment, with a deep understanding of subscription-based pricing models, complex deals, and custom pricing
Strong knowledge of CRM systems (e.g., Salesforce), CPQ tools, contract management software, and reporting/analytics tools
Exceptional Excel and financial modeling abilities to uncover deeper insights
Proven ability to collaborate across functions, build consensus, and effectively influence stakeholders
Adept at managing competing priorities, meeting deadlines, and pivoting quickly in dynamic situations

Responsibilities

Functional Leadership: Manage and oversee all aspects of the Deal Desk, including process definition, deal structuring, pricing approvals, discounting, and contract management.
Process Improvement: Continuously define, refine and optimize Deal Desk processes, workflows, and tools to improve sales cycle time and reduce friction in the deal-making process
Compliance Management: Verify that contracts meet all legal requirements, adhere to internal policies, and obtain necessary financial approvals.
Cross-Functional Collaboration: Partner with Sales, Legal, Finance, and Product teams to streamline deal processing and resolve any contractual or pricing issues.
Strategic Guidance: Advise on optimal deal structures to drive revenue growth, balancing customer needs with corporate policies.
Data Analysis & Reporting: Track key deal metrics, providing insights and recommendations to enhance sales efficiency and profitability.
Deal Review & Approval: Oversee complex deal structures, pricing, and discount requests, ensuring alignment with company strategy and profitability goals.
Pricing Strategy Support: Contribute to the evolution of pricing models and deal desk processes, ensuring scalability and best-in-class practices.
Tool Maintenance & Improvement: Manage and enhance CRM and deal management tools to support accurate, efficient, and transparent deal operations.