Head of Deals Desk & Pricing Strategy

DoiT

7d•Remote

About The Position

DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure you’re operating in a well-architected and scalable state - from planning to production. Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help you solve complex multicloud problems and drive efficiency. With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide. We’re excited to continue building out a team of Operations rock stars to help drive the next wave of growth here at DoiT. The Head of Deals Desk & Pricing Strategy will develop and lead a team of thought partners, hell bent on enabling Sales teams and accelerating revenue growth. They will do this in primarily two ways: 1) Better deals and 2) More deals. Better deals means developing and implementing clear pricing strategies and partner incentive programs that maximize bookings and net revenue. It’s helping coach sellers through relevant DoiT policies and finding creative paths to win commercially. More deals means driving clear processes, policies, and approval guidelines that help remove the sand in the gears for sellers: improving contract velocity, streamlining administrative overhead, and giving the Sales team time back to do what they do best…sell. Reporting directly to the VP, GTM Strategy, this role requires a unique balance of strategic vision and hands-on leadership to drive scalability and efficiency as our company grows. The ideal candidate is someone who has seen the Deals Desk growth story play out before - having a track record of successfully building strategic pricing functions that enable productive sales teams and drive profitable growth.

Requirements

8+ years combined experience leading and scaling high-performing Deals Desk, Finance, or Sales Ops teams at a high growth, global tech company
Proven track record of building Deals Desk or Strategic Pricing functions, enable Sales teams to drive measurable increases in deal velocity and revenue growth
A history of creative solutions to complex deal structures, including enterprise-level software agreements with a focus on resell and channel relationships
An ability to think strategically and still roll up your sleeves, understanding the broader business and financial implications of different deal mechanics
Demonstrated understanding of, and experience implementing, the tools and processes that enable Deals Desk, Sales, and Finance teams to streamline and accelerate the order to close process (QTC, CPQ, CLM, SFDC, etc)
Highly emotionally intelligent (EQ) with an ability to confidently and clearly articulate your perspective, re: have a point of view
An unwavering commitment to embrace change in the name of growth

Responsibilities

Leading the development of our global Deals Desk team; driving the strategy behind, and owning every aspect of, the end-to-end deal desk process
Forming a close partnership with Legal, acting as strategic advisors to the Sales and Finance teams - serving as a subject matter expert and thought leader on matters of complex/creative deal structuring, leveraging partner pricing strategies, contract negotiations, deal reviews, and quote/contract management
Being the first line of defense in the deal review process - coaching reps on deal commercial structuring and best practices that help increase awareness and accelerate deal velocity
Leading the development and documentation of DoiT’s best practices, booking policies, approval thresholds, and models that enable repeatable processes and scale
Centralizing the execution and administration of various partner incentive programs to drive better deals for DoiT and our customers alike
Establishing, tracking, and reporting on relevant KPIs and SLAs around the proper functioning of a high-level Deals Desk team
Building and maintaining a Deals Desk content library that gives Sales teams self-serve access to best practices on deal mechanics, order processing, structure and execution.
Leveraging technology to streamline workflows, increase productivity, and support growth of our Deals Desk, Sales, Finance, and Legal teams.
Partnering with the Revenue Accounting team to review and alleviate revenue/booking recognition concerns for non-standard deal structures
Hiring, coaching, and developing a global team of high performing deal experts