Director, Deal Desk
About The Position
ServiceTitan is on a mission to power the trades by providing a leading software platform that enables home and commercial service businesses to operate more efficiently, grow revenue, and deliver exceptional customer experiences. The company is seeking a Director of Deal Desk to lead and scale this critical function. This role operates at the center of the go-to-market organization, requiring close partnership with Sales, Finance, Legal, Pricing and Packaging, and Revenue Operations to structure, optimize, and execute complex commercial agreements. The Director will play a pivotal role in accelerating deal velocity while ensuring alignment with pricing strategy, margin targets, and revenue recognition requirements. This highly visible leadership position demands strong business judgment, cross-functional influence, and operational rigor, with a focus on building scalable processes across the quote-to-cash and order management lifecycle.
Requirements
- 10+ years of experience in Deal Desk, Revenue Operations, Finance, or Sales Operations within a high-growth SaaS environment
- Demonstrated success supporting complex, multi-element SaaS transactions
- Strong expertise in order management and quote-to-cash processes
- Deep understanding of pricing strategy, discounting, and contract structuring
- Solid knowledge of revenue recognition principles (ASC 606)
- Experience partnering closely with Accounting and CAO organizations
- Hands-on experience with CPQ (Salesforce CPQ preferred), CRM, and billing systems
- Strong financial acumen with the ability to assess deal-level impact on company performance
- Proven ability to influence senior stakeholders and drive cross-functional alignment
Nice To Haves
- Experience in vertical SaaS and/or SMB and mid-market segments
- Background in Accounting, Finance, Consulting, or Investment Banking
- Experience building or scaling Deal Desk functions in a high-growth environment
Responsibilities
- Partner with Sales leadership on complex, high-value, and non-standard transactions
- Structure agreements that balance customer value with long-term company economics
- Serve as a key escalation point for pricing, discounting, and contractual considerations
- Develop and enforce pricing and discounting frameworks aligned to company objectives
- Establish clear approval guidelines and governance models
- Ensure consistency, transparency, and compliance across all deal structures
- Ensure seamless translation of closed deals into orders, billing, and revenue recognition
- Partner closely with Accounting to uphold ASC 606 compliance and revenue integrity
- Lead enhancements to order management processes and systems
- Drive alignment across CPQ, CRM, and downstream financial platforms
- Act as a strategic partner to Sales, Finance, Legal, Revenue Operations, Pricing and Packaging, Corporate Engineering, and Product teams
- Facilitate efficient and well-informed decision-making across stakeholders
- Partner closely with the Chief Accounting Officer on risk management, compliance, and scalability
- Design and implement processes that improve deal velocity while maintaining control
- Identify inefficiencies and drive continuous improvement across the deal lifecycle
- Leverage data and analytics to inform pricing strategy, discount trends, and deal performance
- Build, develop, and lead a high-performing Deal Desk team
- Establish clear performance expectations, KPIs, and career development paths
- Foster a culture of accountability, collaboration, and operational excellence
Benefits
- Flextime, recognition, and support for autonomous work
- Flexible time off with ample learning and development opportunities to continue growing your career
- Comprehensive onboarding program, leadership training for Titans at all levels, and other programs and events
- Great work is rewarded through Bonusly, peer-nominated awards, and more
- Company-paid medical, dental, and vision (with 100% employer paid options and 90% coverage for dependents)
- FSA and HSA
- 401k match
- Telehealth options including memberships to One Medical
- Parental leave and support
- Up to $20k in fertility services (i.e. IUI and IVF), surrogacy, and adoption reimbursement
- On demand maternity support through Maven Maternity
- Free breast milk shipping through Maven Milk
- Pet insurance
- Legal advisory services
- Financial planning tools
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
