Manager / Director, Deals Desk

SecurityScorecard•Stamford, CT

13d•$170,000 - $220,000

About The Position

SecurityScorecard's Deal Desk governs the quote-to-cash process for a $151M ARR cybersecurity leader targeting 25%+ growth. This role is the commercial backbone of the enterprise sales motion — ensuring every deal closes with the right structure, price, and terms. You will inherit a mature function mid-automation, a built playbook, and an experienced direct report, and focus your energy on optimizing, automating, and scaling what's already working. You will be the enforcement layer between commercial ambition and financial discipline — partnering with Sales, Finance, and Legal to drive consistent deal governance while enabling the enterprise sales team to move fast. You will also manage the transition from Salesforce CPQ to Revenue Cloud Advanced (RCA), go-live mid-August 2026, and help define how SSC's deal function operates in a more automated environment.

Requirements

Director level: 10+ years in Deal Desk, Revenue Operations, or related functions, with 5+ years in a leadership role
Manager level: 5-8 years of relevant experience with demonstrated leadership or senior ownership of a deal desk function
Deep understanding of SaaS pricing, discounting, ARR/NRR, and revenue recognition principles
Salesforce CPQ experience required
Proven track record holding the line on commercial policy while maintaining trusted relationships with Sales, Finance, and Legal
Experience operating with difficult, high-performing salespeople — and a track record of pushing back respectfully and consistently

Nice To Haves

RCA (Revenue Cloud Advanced) experience is a meaningful differentiator
Deal automation experience is a strong plus
AI-assisted deal management a differentiator
Jira experience preferred

Responsibilities

Own the end-to-end deal process: quota creation, quoting, approvals, and bookings across the enterprise portfolio
Serve as the primary escalation point for non-standard and complex transactions — balancing business growth against financial and legal guardrails
Operate and manage the CPQ-to-RCA transition, ensuring continuity and adoption through the mid-August go-live
Enforce approval matrices and pricing guidelines consistently across deal types, segments, and regions
Partner with Sales, Finance, and Legal to maintain and evolve deal policies, pricing frameworks, and discount guardrails
Design and enforce a framework that allows flexibility for high-value enterprise negotiations without opening the door to precedent-setting exceptions
Define, track, and report on KPIs that measure Deal Desk health: cycle time, exception rate, ARR per deal, approval SLA
Champion ongoing automation of deal approvals and quote workflows — moving from manual intervention to system governance
Drive adoption of RCA and related tooling across Sales and CS; build training and enablement for process changes
Manage Jira-based ticket workflows for the Deal Desk team, ensuring responsiveness and throughput
Lead and develop 1 Deal Desk Analyst (Adriel), with intent to grow headcount as the function scales
Build a culture of operational excellence, consistent discipline, and calm under pressure
Collaborate with the VP RevOps and broader RevOps team on go-to-market strategy and commercial optimization