Director Sales Operations Management - Deal Desk (Security)

ServiceNow

About The Position

The Director, Sales Operations Management leads a team responsible for commercial deal support, proposal development, pricing strategy, deal modeling, and sales enablement, while remaining actively engaged in the organization’s most strategic opportunities. This hands-on leadership role develops talent, scales commercial capabilities, establishes repeatable processes, and personally supports high-impact enterprise opportunities. The role also serves as a strategic partner to Sales leadership, driving consistent commercial execution across the business. The position oversees commercial strategy and deal execution, customer-facing proposals and business cases, product and use-case alignment, seller enablement, and operational excellence. It combines people leadership with direct involvement in complex, high-priority opportunities.

Requirements

10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations.
3+ years leading or mentoring teams in a sales support, commercial, or operations environment.
Experience supporting enterprise software or SaaS organizations through complex sales cycles.
Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations.
Proven ability to coach sales teams and influence executive stakeholders.
Exceptional communication, leadership, and organizational skills.
Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities.

Responsibilities

Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.
Establish performance goals, career development plans, and operational priorities.
Create scalable processes, tools, and templates that improve deal quality and sales productivity.
Foster a culture of collaboration, customer focus, and continuous improvement.
Personally support the organization’s largest, most complex, and highest-priority opportunities.
Partner with Sales leadership on commercial strategy and deal execution.
Review and guide pricing models, proposals, and solution recommendations created by team members.
Serve as an escalation point for complex commercial scenarios.
Oversee customer-facing proposals, executive presentations, pricing summaries, and business cases.
Ensure commercial narratives communicate value, pricing rationale, and solution recommendations clearly.
Drive consistency in proposal quality, messaging, and commercial positioning.
Partner with Product, Solution Consulting, and Sales teams to translate customer requirements into commercial recommendations.
Guide sales teams on product selection, packaging, and strategic positioning.
Ensure proposed solutions align with customer goals and organizational priorities.
Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.
Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.
Identify opportunities to streamline deal workflows and improve sales productivity.
Drive best practices across opportunity qualification, commercial engagement, and proposal development.