Director, Deal Desk Strategy

PTC•Boston, MA

About The Position

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business. Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible. PTC Global Sales Operations is a results-driven organization committed to integrity, professionalism, and innovation in pursuit of scalable growth and operational excellence. Within Sales Operations, the Deal Desk plays a critical strategic role: shaping how PTC brings commercial strategy to life through compliant, customer-centric, and financially sound deal execution. The Director, Deal Desk Strategy is a senior leadership role responsible for defining, evolving, and operationalizing PTC’s global commercial governance model. This role sits at the intersection of strategy, policy, enablement, and technology, and acts as a transformation leader for how commercial decisions are guided, executed, and scaled across the enterprise. Moving beyond individual deal support, this leader owns the commercial “system” — policies, decision frameworks, delegation models, and knowledge assets — that enable sellers, partners, and internal teams to execute complex deals efficiently, compliantly, and consistently worldwide. The role operates as a strategic advisor and architect, influencing senior leaders across Sales, Finance, Legal, and Operations, and embedding company priorities directly into the Deal Desk operating model.

Requirements

Thinks in systems and operating models, not transactions
Is comfortable shaping ambiguity into scalable frameworks
Balances commercial creativity with financial discipline
Can influence senior stakeholders through insight, clarity, and credibility
Sees Deal Desk as a strategic growth platform, not a control function
Deep experience in Deal Desk, Revenue Operations, Sales Operations, Finance, or equivalent enterprise commercial roles
Strong understanding of SaaS / subscription economics, deal structuring, and commercial risk management
Proven track record leading cross-functional transformation initiatives
Exceptional written and verbal communication skills, with executive-level presence

Responsibilities

Own and continuously evolve PTC’s global Deal Desk governance framework, ensuring alignment with corporate strategy, financial objectives, and risk tolerance.
Act as the enterprise steward for commercial policy intent, balancing growth, compliance, and customer outcomes.
Serve as a trusted advisor to senior leadership on commercial risk, policy trade-offs, and long-term deal health.
Redesign and maintain Delegation of Authority (DoA) models that reflect executive direction, enable faster decision-making, and support scalable growth.
Lead policy simplification initiatives that reduce friction while preserving financial and legal integrity.
Establish clear commercial decision principles to guide both human judgment and system-driven approvals.
Define and mature the Deal Desk operating model, including interaction points with Sales, Legal, Finance, and Product.
Identify structural inefficiencies and lead cross-functional transformation initiatives to improve deal velocity, clarity, and consistency.
Ensure governance frameworks scale globally while respecting regional and go-to-market nuances.
Own the global commercial knowledge ecosystem, ensuring policies, playbooks, and guidance are modern, intuitive, and always current.
Lead the evolution toward AI-enabled commercial guidance, embedding policy and deal intelligence directly into seller workflows.
Champion a shift from static documentation to dynamic, decision-oriented enablement.
Act as a senior Deal Desk representative in strategic initiatives, transformation programs, and executive forums.
Influence without authority across Sales, Finance, Legal, Operations, and IT to drive alignment and adoption.
Mentor senior team members and raise the strategic capability and credibility of the Deal Desk function.