Senior Director, Deal Strategy & Operations

Zip•San Francisco, CA

About The Position

Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. We're looking for a Senior Director, Deal Strategy & Operations to own the deal desk and order management function inside our Quote-to-Cash motion. This is a hands-on, high impact role for someone who thrives in complexity, moves with urgency, and wants to help reshape how enterprise software deals get done. You'll be at the center of Zip's most strategic and complex transactions. You will be building the infrastructure, playbooks, and team that let us close bigger deals, faster, without sacrificing quality or commercial discipline. And you'll do it with AI at the core, automating what shouldn't require human judgment, accelerating what does, and constantly pushing the bar on what a modern deal desk looks like. This role sits at the intersection of Sales, Finance, Legal, Revenue Accounting, and Product. You'll work directly with Sales leadership to structure deals, improve velocity, and make sure every commercial decision reflects Zip’s growth objectives.

Requirements

10+ years of experience in Deal Desk within the SaaS space
Proven experience leading and scaling high-performing teams.
Deep expertise in SaaS deal structuring, pricing strategy, discount governance, approval frameworks, and complex commercial negotiations.
Strong understanding of quote-to-cash processes, including revenue recognition implications.
Strong command of pricing, discounting, commercial governance, contract risk management, billing, and revenue recognition considerations
Deep familiarity with CPQ (DealHub experience preferred), and CRM (SFDC)
Strong communication skills with a collaborative, service-oriented mindset
Proven ability to influence and collaborate across Sales, Finance, Legal, Billing, Revenue Recognition, and Systems Ops
Functional understanding of AI to streamline deal workflows, and automating bookings process.

Responsibilities

Lead Zip’s global deal strategy and operation function by mentoring and developing high-performing team
Support the end-to-end deal lifecycle from quote configuration through approval, contracting, and booking within compliance.
Partner closely with Billing and Revenue Recognition to ensure deals are structured for accurate invoicing, reporting, and support overall clean downstream processes
Drive consistency and rigor in commercial decision-making while preserving flexibility for strategic deals.
Own Deal Desk requirements for CPQ, and deal approval workflows, ensuring tools support seller efficiency and scalable execution
Establish and evolve global discounting, approvals, exception handling, and non-standard commercial structure in partnership with the pricing and packaging team.
Define and scale AI-enabled workflows that improve seller productivity, deal quality, approval consistency, and speed across the deal lifecycle.
Partner with Systems, Sales Operations teams and Company Leadership to embed AI into areas such as pricing guidance, approval routing, risk flagging, and deal summarization, with clear guardrails for accuracy, auditability, and policy compliance.
Partner with Sales Enablement to provide ongoing education on deal structure, pricing, and approval best practices