Senior Director, WW Deal Desk
About The Position
As Senior Director of Worldwide Deal Desk at Snowflake, you will help drive company growth by partnering with Sales leadership to structure, review, approve, and negotiate complex and strategic opportunities. You will lead a global Deal Desk team that connects Sales with Legal, Finance, Revenue Accounting, Services, Operations, Product, and Engineering to help deals close quickly, compliantly, and profitably. You will also lead the Deal Desk’s transition to an AI-native organization, using Snowflake AI capabilities to change how deals are built, reviewed, and approved. The role owns deal review and approval governance, advises Sales on deal structure and commercial strategy, develops and evolves policies and processes with cross-functional leaders, and reports on Deal Desk performance and commercial risk. It also leads AI adoption and workflow redesign, including the deployment of agents and copilots for deal structuring, pricing recommendations, contract review, approval routing, and risk scoring.
Requirements
- Bachelor’s degree in Business Administration, Finance, Economics, or a related field, or equivalent experience.
- 15+ years of experience across deal desk, procurement, sales finance, commercial finance, pricing, contract negotiation, or sales operations, including significant experience leading global teams.
- Deep experience structuring and negotiating complex enterprise contracts with long sales cycles.
- Ability to read, interpret, and draft commercial terms and conditions.
- Strong understanding of revenue recognition (ASC 606) and US GAAP.
- Strong knowledge of SaaS and consumption-based business models, including commit, capacity, and usage-based pricing.
- Hands-on experience applying generative AI, LLM-based tools, or automation to finance, sales operations, or deal workflows, and a clear view of where AI is appropriate in governance-heavy processes.
- Track record of designing and rolling out complex finance systems, processes, and tools such as CPQ, CLM, or CRM.
- Ability to break down complex issues and explain them clearly to audiences from frontline sellers to the C-suite.
- Excellent written and verbal communication, presentation, and executive stakeholder skills.
- Comfort with ambiguity, high deal velocity, and quarter-end pressure, and motivation to help Sales win.
Nice To Haves
- Track record of driving cross-functional alignment and managing strategic relationships across Sales, Legal, and Finance.
- Proven experience designing deal approval governance and commercial risk mitigation frameworks.
- Strong leadership in hiring, coaching, and developing talent across distributed global teams.
- Experience leading AI or automation programs that delivered measurable gains in efficiency or quality.
- Familiarity with data platforms and analytics; Snowflake experience is a plus.
- MBA or equivalent work experience.
Responsibilities
- Lead, scale, and develop a global team of Deal Desk professionals supporting Sales across regions and time zones.
- Advise Sales leadership on deal structure, pricing, discounting, and negotiation strategies for complex, high-value consumption and multi-year agreements.
- Coordinate cross-functional input from Sales, Legal, Revenue Accounting, Finance, Services, Operations, Product, and Engineering to move deals efficiently from structure to signature.
- Own deal review and approval governance and ensure deals comply with company policies, revenue recognition requirements, and risk thresholds.
- Partner with Finance, Legal, and RevOps leadership to define and evolve policies, approval matrices, and deal processes, and drive adoption across the field.
- Define and report Deal Desk KPIs, including deal cycle time, approval SLAs, discount trends, and non-standard term usage, to provide executives with insight into deal health and commercial risk.
- Lead the AI transformation of the Deal Desk in partnership with Data Analytics and Enterprise Technology, including deployment of AI agents and copilots for deal guidance, pricing, contract review and redlining, approval routing, and deal risk scoring.
- Champion AI adoption across the team, build AI fluency, redesign workflows around automation, and measure impact on productivity, cycle time, and deal quality.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
