Deal Desk Strategy Lead
About The Position
The Deal Desk Strategy Lead owns the strategic and operational aspects of deals and serves as a lead for Contract Operations. This individual contributor personally manages complex, high-value deals while supporting and serving as an initial escalation point for the more standard deals handled by Contract Operations. Deal Strategy is a concierge-style function that supports Sales throughout the deal lifecycle so sales representatives can focus on selling. The role partners with Sales on deal intake and strategy, balancing revenue goals, pricing and discount policy, product configuration, and customer health. It works cross-functionally with Finance, FinOps, and Legal to secure approvals and align sales leadership; manages quotes, order forms, contracts, redlines, and deal data; and coordinates deal execution through signature and revenue-recognition steps. The Lead also provides ongoing deal support, mentors Contract Operations team members, and helps monitor team performance.
Requirements
- At least 7 years of experience in Deal Desk, Contract Management, Sales Operations, or a similar function at a B2B SaaS or technology company.
- At least 4 years of experience coaching or mentoring a contract management team.
- Experience with complex enterprise deals and subscription models.
- Strong understanding of quote-to-cash, pricing and discounting frameworks, and revenue-recognition impacts.
- Skill drafting legal language from playbooks and redlining commercial contracts.
- Excellent stakeholder-management skills and ability to influence without authority.
- Sound decision-making within assigned approval levels, strong analytical skills, and attention to detail.
- Comfort with ambiguity and building structure.
Nice To Haves
- Salesforce experience is strongly preferred.
- Ironclad workflow experience is a plus.
Responsibilities
- Structure deals and contracts, serving as Sales’ primary partner for intake and strategy while balancing revenue goals, pricing and discount policy, product configuration, and customer health.
- Serve as the escalation point for non-standard commercial structures and complex, high-value deals.
- Partner with FinOps on revenue recognition, payment, and accounting; Finance on terms and discounts; and Legal on non-standard terms.
- Secure deal approvals and keep sales leadership aligned.
- Generate quotes in CPQ, order forms, and contracts.
- Manage redlines, playbooks, fallbacks, and pre-approved clauses with Legal.
- Maintain accurate Salesforce deal data and troubleshoot tooling issues.
- Coordinate stakeholders, route documents for signature, file executed contracts, and confirm revenue-recognition steps are complete.
- Provide ongoing deal support, remain active in Slack, be available for deal discussions, and offer extended availability at quarter-end.
- Develop and mentor junior team members and help monitor team KPIs, including turnaround time, quote accuracy, and approval cycle time.
- Review recommendations before they are presented to Sales or Finance leadership.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
