Lead, Deal Desk Strategy

Druva•Santa Clara, CA

3d•$181,000 - $253,667

About The Position

In this highly strategic role at Druva you will help lead and evolve the Deal Desk function. This is a high-impact role with high visibility in the company reporting into the VP, Operations, Office of CEO. You will partner and work closely with Sales, Legal, Pricing, Product, Order Management, and Finance to build processes, business systems, and infrastructure to help scale our organization to the next level, including driving deal velocity and reducing sales cycle times while maintaining compliance.

Requirements

8+ years experience in a Deal Desk role at a SaaS company; experience in Sales Ops and/or Pricing is a plus.
Experience working in a fast-paced company driving cross-functional collaboration. Prior experience at a high-growth start-up is a plus.
Strong understanding of Salesforce-based quote-to-order processes, Salesforce CPQ is a plus.
Experience leveraging AI tools to drive efficiencies across business processes.
Strong understanding of SaaS business model and revenue recognition is a plus.
Demonstrate the ability to go “above and beyond” in the support of our Sales teams and clients.
Strong collaboration and communication skills, including proven experience communicating effectively with senior leadership.
Ability to work with a high degree of autonomy.
Balance strategic thinking with the management of day to day operations.
Flexibility in a fast-paced environment and implement processes that balance the needs of the business and drive scale.
Ability to multitask and prioritize during times of high volume (i.e. quarter-end).
Effective EQ that is balanced with IQ to drive change and resolve business problems.

Responsibilities

Support and partner with global Sales leaders to maximize deal execution by providing guidance and support on contract negotiations (deal structure, discounting guidance, contract terms).
Leverage AI to further streamline and automate the process for deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, and communications.
Define and manage the internal workflows involved with the approval process of non-standard deals and actively collaborate with multiple departments to gather inputs for the deal.
Define key deal metrics and track deal data. Use business intelligence and leverage data to understand what's working and what's not, reporting on trends, risks, and areas for the business to improve on and working with cross-functional teams to implement changes.
Understand the market and competitive landscape and provide feedback to internal teams to enhance our products and drive improvements to our bundling, packaging, and pricing.
Provide “value engineering” to our Sales organization to ensure they understand the value proposition of our product and how best to position and sell our product to customers using pricing, bundling, and packaging tactics.
Identify systematic operational process improvements in Salesforce with other cross-functional teams and work closely with them to define, design, and deploy enhancements.
Maintain velocity and compliance for overall deal flow making sure contracts are complete, accurate, and adhere to our policies.
Develop strong collaborative relationships with key stakeholders across the organization, including in Sales, Legal. Pricing, Product, Order Management, and Finance.
Manage a high performing global team; dive deep into challenges to drive impact and immediate results.