Director, Global Deal Desk

Delinea•Redwood City, CA

About The Position

Delinea is seeking a Director, Global Deal Desk to lead and develop the function that supports our most strategic and complex commercial transactions. This leader will partner with Sales, Legal, and Sales Operations to structure deals, improve quote-to-cash execution and efficiency, and ensure pricing and approval discipline. This is a highly cross-functional leadership role for a commercial operator who can help Sales move faster while protecting the business. This role reports into the Finance organization, directly to the Vice President of OTC and Revenue Accounting. The role is a key leader within the greater quote-to-cash process and will partner with various other teams including order management, billing, and revenue recognition. This role will lead a global team of analysts, located across APAC, Europe, US and Mexico.

Requirements

10+ years in Deal Desk, Finance, or Sales Operations.
Led a Global Deal Desk team and owned complex quote-to-cash processes in a SaaS or recurring-revenue business.
Strong understanding of SaaS deal structures, including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling.
Experience supporting enterprise sales teams on complex, high-value transactions.
Strong commercial judgment, balancing speed, customer needs, sales strategy, and business risk.
Extensive experience with Salesforce CRM, CPQ, and CLM systems.
Experience building and leading a globally dispersed team.
Partners and influences across Sales and Sales Operations, Legal, Finance and Accounting, Product, and Customer Success.
Implemented AI and machine learning to drive operational efficiency and automation.
Understanding of revenue recognition rules (ASC 606) and non-standard commercial terms.
Clear written and verbal communication, strong executive presence, and a practical, solutions-oriented mindset.
Bachelor’s degree in Finance, Business, or related field

Nice To Haves

Cybersecurity, enterprise software, identity, or cloud infrastructure experience.
Experience with ERP (NetSuite), and revenue systems (Zuora) or similar.
Experience with CPQ implementations and other relevant system adoptions.
Experience in a high-growth, IPO-readiness, or public-company environment.

Responsibilities

Lead and scale the Global Deal Desk function supporting new business, expansion, renewals, and strategic enterprise deals as well as the evolution of new sales motions and routes to market.
Partner with Sales to structure complex SaaS transactions, including multi-year agreements, ramped transactions, co-terms, bundles, custom pricing, and non-standard terms.
Own timely deal review, approval workflows, escalation paths, and commercial guardrails.
Drive consistency in pricing, discounting, contract structure, and deal documentation with an eye for creativity and scalability and a mindset for a winning partnership.
Evolve and transform the quote-to-cash process driving improved deal velocity and scalability by implementing AI and machine learning solutions.
Partner with Sales, Legal, and Sales Operations to evaluate deal economics, risk, billing and cash flow, and revenue recognition considerations.
Improve quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems. Delinea utilizes Salesforce and NetSuite systems.
Provide insights on discounting trends, approval workflow and related cycle times, deal quality, and policy exceptions.
Support pricing and packaging changes, new product launches, SKU updates, sales enablement, and acquisition integrations.
Build, coach, and develop a high-performing Global Deal Desk team.
Serve as a trusted advisor to Sales leadership and executive stakeholders on strategic deals.