Director, Deal Desk

TPx

6d•Remote

About The Position

The Director of Deal Desk is responsible for leading the end-to-end deal governance process to ensure pricing, contract structures, and commercial terms are profitable, compliant, operational, scalable and aligned with company strategy. This role acts as the central point of coordination between Sales, Finance, Legal, Network, Operations, and Product to accelerate deal velocity and improve close rates while improving margin, consistency, and risk management. This leader builds and runs a high-performing Deal Desk function, establishing clear policies, tools, and workflows that enable sales teams to close complex deals efficiently without sacrificing financial discipline.

Requirements

8--12+ years of experience in deal desk, sales operations, finance, pricing, or commercial operations.
3--5+ years in a leadership role managing teams or complex cross-functional initiatives.
Strong financial acumen with experience analyzing deal economics and margin impact.
Deep understanding of complex contracts, pricing models, and approval governance.
Proven ability to influence senior stakeholders and balance speed with discipline.

Nice To Haves

Experience in B2B technology, telecom, SaaS, managed services, or recurring-revenue businesses.
Familiarity with CPQ tools (e.g., Salesforce CPQ), CRM platforms, and approval automation.
Experience supporting enterprise or highly customized deals.

Responsibilities

Own the deal review and approval process for non-standard, high-value, or high-risk deals.
Evaluate pricing, discounting, contract terms, SLAs, and commercial structures to ensure margin, risk, and compliance objectives are met.
Serve as the escalation point for deal exceptions and approvals within delegated authority.
Partner with Finance, Product and Sales Leadership to contribute to and operationalize pricing frameworks, discount guardrails, and approval thresholds.
Analyze deal economics to optimize win probability and financial results including gross margin, contribution margin, contract value, lifetime value, and risk exposure.
Drive consistency in deal structures across the portfolio of deals in products, customer segments, and routes to market.
Perform adhoc pricing initiative analytics and recommendations to support corporate financial goals and outcomes.
Act as the connective tissue between Sales, Finance, Legal, Network, Operations, Product, and Billing.
Translate business strategy into executable deal policies and playbooks.
Ensure handoffs from Sales to Operations/Billing are clean, complete, and scalable.
Design and continuously improve deal desk workflows to increase speed, transparency, predictability, and close rate.
Own deal-related tools (e.g., CPQ, CRM workflows, approval automation).
Develop standard templates, playbooks, and guidance for sales teams.
Train sales leadership and reps on pricing, deal structures, and approval processes.
Regularly track and report on overall portfolio of deal transactions including KPIs such as approval cycle time, win rates, discounting trends, margin leakage, and exception frequency.
Identify learnings and insights to share with key cross-functional stakeholders to positively impact our corporate growth and financial goals
Identify systemic issues and recommend improvements to pricing, products, or sales motions.
Build, lead, and mentor a team of deal desk analysts/managers as the function scales.
Set performance expectations and foster a culture of partnership, accountability, and commercial rigor.