Director, Deal Desk

Conga•Boston, MA

20h•$157,620 - $252,190•Hybrid

About The Position

At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate and support growth through individual and team development, all within an environment where every voice is heard. Conga lines up commercial operations so companies run as connected, smarter businesses. By unifying the people and processes that drive commerce, Conga aligns pricing, quoting, contracting, rebates, and communications so teams stay in sync and buyers keep moving forward. The result is trusted decisions, consistent buyer experiences, and profitable growth. More than 10,000 customers worldwide, including over 50% of the Fortune 100®, trust Conga when commercial complexity is high and global impact is on the line. 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.
Strategic partner to executive leadership and experience influencing decisions through commercial expertise, operational excellence, and data-driven insights.
Experience partnering with C-suite stakeholders and presenting in executive-level forums.
Understanding of how to develop and manage pricing governance frameworks, including discount authority matrices, deal approval hierarchies, and pricing exception policies.
Experience partnering with Product, Marketing, Finance, and Sales leadership to evolve pricing and packaging strategies that align with market demand and revenue goals.
Strong command of ASC 606 revenue recognition principles and understanding their application to complex SaaS and multi-element commercial arrangements.
Experience serving as an escalation point for strategic, complex, and high-risk transactions.
Sound judgment around deal structure, commercial terms, revenue implications, and risk mitigation.
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.
Experience developing executive-level reporting and analytics around deal mix, discount trends, win/loss analysis, and revenue quality.
Ability to translate complex commercial data into actionable insights for CFO and CRO leadership.
Track record of driving process improvements across quote-to-cash, contract operations, and order management.
Executive-level presence and communication skills.
Experience engaging with C-suite stakeholders and Board-level audiences.
Ability to influence decisions through clear, concise, and data-driven recommendations.
High level of accuracy and accountability, ensuring pricing integrity, revenue quality, and compliance across a complex and growing deal portfolio.
Solutions-oriented mindset and thrive in a fast-paced environment.
Leverage relationships, data, and systems to drive outcomes while continuously improving how Deal Desk supports the business and revenue organization.

Nice To Haves

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.
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.

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 needed to support Conga’s growth as a market-leading SaaS company.
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.
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.
Serving as an escalation point for strategic, complex, and high-risk transactions.
Balancing deal velocity with governance and operational controls, ensuring that Sales teams can compete and close business effectively.
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.
Bringing a solutions-oriented mindset and thriving in a fast-paced environment.
Leveraging relationships, data, and systems to drive outcomes while continuously improving how Deal Desk supports the business and revenue organization.