Deal Desk Strategist

Illumio • Sunnyvale, CA

2d • Hybrid

About The Position

Illumio is seeking a high-energy, driven Deal Desk Strategist to join their growing team. This role is critical to sales success, acting as a key partner to Sales, Finance, Legal, and Customer Success. The Deal Desk Strategist will ensure complex deals are structured, priced, and executed accurately, speedily, and compliantly. This position requires a blend of analytical rigor, commercial strategy, and operational excellence to support Illumio's high-growth across Enterprise, MSP, and Marketplace motions. The role serves as the regional subject matter expert for quoting, pricing, discount governance, non-standard deal support, renewal strategy, and policy alignment.

Requirements

• 6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment.
• Strong understanding of SaaS commercial models: subscription renewals, expansions, usage-based licensing, multi-year deals, ramps.
• Deep hands-on experience with Salesforce, CPQ, Order Form generation, and order booking workflows.
• Ability to analyze complex deal structures and provide clear guidance to Sales and leadership.
• Exceptional communication skills and comfort working with distributed, cross-functional global teams.
• Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies.
• Comfortable operating independently with high ownership, as expected in Illumio style distributed teams.
• Ability to thrive in a fast-paced, dynamic environment.
• Organized and a self-starter.

Nice To Haves

• Experience with Marketplace transactions (AWS, Azure, GCP).
• Familiarity with pricing frameworks, SKU simplification projects, and product bundling.
• Experience supporting Enterprise customers in APJ, including region-specific commercial considerations.
• Experience with CPQ transformation programs or custom quoting workflows, including tools such as Agentforce or custom UI-based solutions.

Responsibilities

• Partner with Sales leadership on deal strategy across New, Renewal, and Expansion motions.
• Provide guidance on pricing, packaging, multi-year structures, ramps, co-terms, payment terms, and competitive positioning.
• Drive consistency in how Illumio Products & Services, Marketplace transactions, are quoted and approved across the region.
• Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools).
• Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies.
• Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals.
• Enable Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches.
• Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations.
• Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity.
• Facilitate consistent communications to coverage sales region regarding policy updates, pricing changes, and approval processes.
• Monitor deal pipeline quality, data hygiene, and forecast accuracy for coverage region.
• Identify recurring friction points and collaborate with BizApps to enhance quote-to-cash systems.
• Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness.

Benefits

• Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 251-500 employees