Director, Deal Desk

Conga•Houston, MA

1d•Hybrid

About The Position

As Director, Deal Desk at Conga, you will be responsible for building, scaling, and running Conga’s global Deal Desk function. Reporting to the Senior Director of Commercial Finance, you will lead a team of Deal Desk professionals—driving the commercial strategy, operational excellence, and cross-functional integration needed to support Conga’s growth as a market-leading SaaS company. As a junior executive, you will set the vision and operating model for Deal Desk at Conga, partnering directly with the Chief Revenue Officer, SVP of Sales, VP of Legal, and CFO leadership to align deal operations with go-to-market strategy. You will be accountable for pricing governance, deal velocity, revenue quality, and the professional development of your entire organization. At Conga, Deal Desk is a critical driver of commercial execution, revenue quality, and operational scalability. This role sits at the intersection of Sales, Finance, Legal, Revenue Accounting, and Operations, ensuring that strategic opportunities move efficiently through the sales cycle while maintaining pricing integrity and compliance. This leader will play a central role in shaping how Conga structures deals, governs pricing, manages revenue recognition risk, and enables Sales to compete effectively in the market. The impact of this role extends from day-to-day deal execution to executive-level planning, strategic decision-making, and board-related discussions. As Conga continues to grow through new product offerings, market expansion, and potential M&A activity, the Director, Deal Desk will be responsible for building a world-class commercial function that scales with the business.

Requirements

10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, Commercial Finance, or a closely related field.
Demonstrated track record of building or scaling a Deal Desk or Revenue Operations function at a high-growth SaaS company.
Deep expertise in enterprise SaaS pricing models, deal structuring, commercial negotiation strategy, and quote-to-cash operations.
5+ years of people leadership experience, including managing managers and leading teams across multiple levels and geographies.
Experience partnering with C-suite stakeholders and presenting in executive-level forums.
Strong command of ASC 606 revenue recognition principles and understand their application to complex SaaS and multi-element commercial arrangements.
Sound judgment around deal structure, commercial terms, revenue implications, and risk mitigation.
Experience serving as an escalation point for strategic, complex, and high-risk transactions.
Skilled at driving cross-functional initiatives spanning quote-to-cash, contract operations, order management, and revenue lifecycle processes.
Bachelor’s degree in Finance, Business, Accounting, or a related field is preferred.
Hands-on expertise with Salesforce CRM.
Experience with CPQ platforms such as Conga CPQ, Salesforce CPQ, or Revenue Cloud.
Experience with ERP systems, preferably NetSuite.
Familiarity with CLM and revenue lifecycle management platforms.
Executive-level presence and communication skills.
Ability to influence decisions through clear, concise, and data-driven recommendations.
Solutions-oriented mindset and thrive in a fast-paced environment.

Nice To Haves

Deal Desk leadership Experience building, scaling, or transforming a global Deal Desk organization.
Experience operating in a high-growth SaaS environment.
Experience leading teams through company growth, M&A integration, or product portfolio expansion.
Experience supporting executive leadership and board-related discussions.
Pricing & revenue expertise Deep expertise in enterprise SaaS pricing models and commercial negotiations.
Strong knowledge of ASC 606 revenue recognition requirements.
Experience partnering with Revenue Accounting and external auditors.
Experience managing commercial terms libraries and contract standardization initiatives.
Analytics & process excellence Experience developing executive-level reporting and analytics around deal mix, discount trends, win/loss analysis, and revenue quality.
Track record of driving process improvements across quote-to-cash, contract operations, and order management.
Executive communication Experience engaging with C-suite stakeholders and Board-level audiences.

Responsibilities

Building, scaling, and running Conga’s global Deal Desk function.
Leading a team of Deal Desk professionals.
Driving the commercial strategy, operational excellence, and cross-functional integration.
Setting the vision and operating model for Deal Desk at Conga.
Partnering directly with the Chief Revenue Officer, SVP of Sales, VP of Legal, and CFO leadership to align deal operations with go-to-market strategy.
Accountable for pricing governance, deal velocity, revenue quality, and the professional development of your entire organization.
Ensuring that strategic opportunities move efficiently through the sales cycle while maintaining pricing integrity and compliance.
Shaping how Conga structures deals, governs pricing, manages revenue recognition risk, and enables Sales to compete effectively in the market.
Building a world-class commercial function that scales with the business.
Developing and managing pricing governance frameworks, including discount authority matrices, deal approval hierarchies, and pricing exception policies.
Partnering with Product, Marketing, Finance, and Sales leadership to evolve pricing and packaging strategies.
Serving as an escalation point for strategic, complex, and high-risk transactions.
Balancing deal velocity with governance and operational controls.
Collaborating effectively with Sales, Finance, Revenue Accounting, Legal, Product, and Operations teams to ensure alignment across the commercial process.
Driving cross-functional initiatives spanning quote-to-cash, contract operations, order management, and revenue lifecycle processes.
Developing executive-level reporting and analytics around deal mix, discount trends, win/loss analysis, and revenue quality.
Translating complex commercial data into actionable insights for CFO and CRO leadership.
Driving process improvements across quote-to-cash, contract operations, and order management.
Operating with a high level of accuracy and accountability, ensuring pricing integrity, revenue quality, and compliance across a complex and growing deal portfolio.
Leveraging relationships, data, and systems to drive outcomes while continuously improving how Deal Desk supports the business and revenue organization.