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 is an individual-contributor role: the Lead personally handles complex, high-value deals while supporting and serving as an initial escalation point for less complex, standard deals managed by Contract Operations. Deal Strategy is a concierge-style function supporting 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 policies, product configuration, and customer health. It also collaborates with Finance, FinOps, and Legal, manages deal documentation and systems, coordinates deals through signature and close, and mentors junior team members.
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.
- Ability to draft legal language from playbooks and redline 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
- Partner with Sales on deal intake and strategy, balancing revenue goals, pricing and discount policies, product configuration, and customer health.
- Serve as the escalation point for non-standard commercial structures and support standard deals handled by Contract Operations.
- Partner with FinOps on revenue recognition, payment, and accounting matters; 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 in coordination with Legal.
- Maintain accurate Salesforce deal data and troubleshoot tooling issues.
- Coordinate deal stakeholders, route documents for signature, file executed contracts, and confirm revenue recognition steps are complete.
- Remain active in Slack, be available for deal discussions, and provide extended availability at quarter-end.
- Develop 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.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
