Director, Deal Desk, AMER

Anaplan•Reston, VA

About The Position

Anaplan is seeking an experienced Cloud Deal Desk leader to run its AMER Deal Desk. This is a player-coach role: the Director personally handles a significant share of the region’s most strategic deals, partners with the field to design value-based offers for major customers, leads and develops the AMER team, and serves as a trusted Deal Desk partner to GTM AMER leadership and Finance. The Director also owns cross-functional projects that improve quoting, contracting, and deal execution. They perform the core responsibilities of a Strategic Deal Manager while setting the standard for Strategic Deal Managers and Senior Analysts, exercising independent judgment, navigating ambiguity, and giving Sales leaders clear recommendations. The role works closely with Sales, Product COEs, Finance, Legal, Revenue Recognition, and the global Deal Desk team.

Requirements

At least 7 years of professional Deal Desk experience within SaaS.
At least 3 years of people-management experience, ideally leading analysts or managers in Deal Desk or Commercial Operations.
Proven experience handling complex, high-value enterprise SaaS deals, including non-standard terms and multi-year structures.
Excellent understanding of deal support topics, including hybrid and consumption pricing, deal structuring, contracting, order management, and revenue-recognition policies.
Deep understanding of commercial legal terms and conditions.
Outstanding business-partnering skills and ability to influence Sales, Product COEs, GTM Legal, and Finance.
Strong oral and written communication and documentation skills.
Strong proficiency with Salesforce (SFDC) and CPQ, including configuring, reviewing, and processing deals end to end.
Strong Excel, contract-review, and business-writing skills.
Customer-first approach to designing offers.
Sound commercial judgment balancing revenue, margin, risk, and customer outcomes, and ability to defend recommendations.
Credibility with senior stakeholders and ability to guide decisions using data and clear rationale.
Ability to learn Anaplan products quickly and articulate their value to customers.
Clear and concise communication across Zoom, Slack, email, and leadership forums.
Ability to coach and develop people, identify recurring problems, and improve processes.
Strong organization, prioritization, dependability, and ability to meet deadlines under quarter-end pressure.
Collaborative approach with Finance, Legal, Revenue Recognition, Product COEs, and global Deal Desk counterparts.

Nice To Haves

Conga experience.
Proficiency with AI tools and agents, including Google Gemini, and comfort adopting AI-assisted workflows to improve quote construction, contract review, and team productivity.
FP&A experience.

Responsibilities

Provide expert guidance to Sales and Sales Leadership on deal structure, pricing, and contract management for the largest and most complex AMER opportunities.
Design value-based offers with the field and Product COEs, incorporating Anaplan’s latest offerings to deliver customer value and drive adoption.
Participate in deal reviews and help shape account-level pricing and deal-structure strategy.
Review, interpret, draft, redline, and finalize contracts for new business, add-ons, and Cloud Subscription Services renewals, ensuring accuracy and compliance.
Lead the AMER Deal Desk approach to cloud marketplace deals and guide Sales and Alliances on marketplace pricing, term alignment, and contracting.
Exercise deal approval authority under Anaplan’s guidelines and serve as the final regional escalation point for deal structure, pricing, and non-standard terms.
Process deals in Salesforce and CPQ in accordance with company policy.
Identify and resolve commercial, legal, financial, and revenue-recognition risks; partner with Finance and Revenue Recognition on pricing accuracy and revenue treatment.
Participate in sales forecasting and end-of-quarter execution, communicating deal status and risk analysis.
Lead, coach, and develop the AMER Deal Desk team of six; set priorities and coverage, manage performance and career development, hire and onboard employees, and build team capabilities and culture.
Own or participate in cross-functional Commercial Operations and Finance projects and process improvements, including quoting, contracting, CPQ, and CLM workflows, configuration, and automation.
Lead assigned global project workstreams, including CPQ implementation, and support commercial projects, UAT, and process documentation.
Create documentation, playbooks, and standard work; enable the field on policy changes, pricing and packaging updates, and new SKUs.
Use deal and cycle-time data to identify bottlenecks and measure improvements; collaborate with the global Deal Desk team to align practices and contribute regional input.
Serve as the primary Deal Desk contact and business partner to GTM AMER leadership and Finance, participating in leadership forums, forecast calls, and pipeline reviews.
Advise on deal trends, discounting, and non-standard requests; partner with Sales on solutions that close deals while protecting margin, compliance, and revenue quality.
Own AMER adherence to deal approval, pricing, contracting, and revenue-recognition policies; ensure documentation is complete and auditable.
Partner with Legal and Finance on policy exceptions, contract templates, and regulatory or customer-driven requirements, and maintain knowledge of products, pricing models, and go-to-market strategy.