VP, Global Deal Desk & Renewal Operations

Workiva Inc.•Ames, IA

14d•$252,500 - $365,000

About The Position

The VP, Global Deal Desk & Renewal Operations leads Workiva’s Deal Desk, Commercial Strategy, and Renewal Operations organizations and owns the integrity and transformation of the global commercial engine. The role sets standards for pricing, deal structure, governance, negotiation, renewal execution, and the end-to-end quote-to-order process across direct and partner business. The VP builds an operating model that enables Sales to move quickly while protecting deal quality, margin, and customer retention. The role sets the vision and multi-year roadmap for the quote-to-order-to-renewal lifecycle, reducing deal friction and simplifying commercial structures. It applies data, AI, automation, and advanced analytics to improve decisions and processes, including deal routing and approvals, contract analysis, pricing guidance, and renewal-risk prediction. The VP defines relevant KPIs, dashboards, and insights, and leads cross-functional transformation and change management. The position leads and develops globally distributed Deal Desk, Commercial Strategy, and Renewal Operations teams, with responsibility for team planning, hiring, performance management, and development. It partners with Sales, Product Marketing, Customer Success, Field Operations, Sales Planning & Performance, Business Technology, Legal, Accounting, and Finance. Work conditions include up to 20% travel as needed and reliable internet access when working remotely. Employees may work from an office or remotely from any location within their country of employment.

Requirements

12+ years of progressive Deal Desk, Commercial Operations, and/or Renewal Operations experience in a high-growth technology company.
Track record of leading deal desk and renewal operations at scale and transforming them into strategic business enablers that accelerate deal velocity.
Demonstrated experience participating in a quote-to-cash or quote-to-order transformation, including CPQ/CLM implementation or optimization.
Hands-on experience applying automation, analytics, or AI to commercial operations processes.
Experience negotiating complex commercial terms directly with customers and partners.
Experience managing analytically rigorous, cross-functional corporate initiatives.
Working knowledge of subscription revenue recognition (ASC 606) and how deal structure affects it.
Strategic thinking and process-design skills, including the ability to set a vision, build a roadmap, and execute.
Strong technology fluency and ability to partner credibly with IT and business-systems teams.
Excellent verbal, written, and interpersonal communication skills.
Strong commercial negotiation skills and ability to represent the company in complex deal discussions.
Ability to influence across Sales, Legal, Accounting, Finance, and Customer Success, and at all levels.
Strong analytical skills and ability to turn data into decisions on deal governance and renewal risk.
Attention to detail in contract terms and pricing structures.
Ability to set priorities and manage multiple initiatives in a fast-paced, changing environment.
Bachelor’s degree required; equivalent experience is considered.
Reliable internet access when working remotely.

Nice To Haves

Experience in a publicly traded SaaS company.
MBA preferred.

Responsibilities

Own deal governance and approval authority for direct and partner deals, applying commercial policy consistently while keeping approvals fast and predictable.
Lead the structuring and negotiation of complex commercial terms and partner with Sales leadership on strategic, high-value deals.
Serve as a commercial thought partner to Sales Leadership and Product Marketing on enterprise deal architecture, custom terms, and value-based pricing.
Own pricing compliance and policy oversight, partnering with Pricing & Packaging to implement scalable deal desk practices.
Partner with Legal and Accounting to define rules and criteria for deal structures, order approvals, and revenue-recognition readiness.
Improve deal-cycle time and seller experience while maintaining governance.
Own renewal operations and the customer-retention motion in partnership with Customer Success and Field Operations.
Build a proactive, data-driven renewal forecasting and risk-detection model aligned with Customer Success, combining retention strategy and customer-health insights 6–12 months before contract expiration.
Ensure renewal terms, pricing, and contract structures align with commercial policy and pricing governance, and identify renewal expansion opportunities.
Set the vision and multi-year roadmap for the quote-to-order-to-renewal lifecycle, reducing deal friction and simplifying commercial structures.
Lead quote-to-order transformation with Sales Planning & Performance, Business Technology, Legal, and Finance to eliminate manual handoffs and improve speed and accuracy.
Apply AI, automation, and advanced analytics to commercial operations, including deal routing and approvals, contract and terms analysis, pricing guidance, and renewal-risk prediction.
Define KPIs, dashboards, and insights for decisions about deal governance, discounting, and retention.
Design scalable operating models to accommodate growth, new products, and new go-to-market motions without proportional increases in headcount.
Lead change management across Sales, Finance, Legal, and Customer Success to drive adoption and lasting results.
Lead and develop the Deal Desk, Commercial Strategy, and Renewal Operations teams, building a high-performing, globally distributed organization with strong leaders and succession plans.
Partner with senior Sales leadership to identify improvements to commercial strategy, competitive pricing, and deal processes.
Coach and develop team members, align talent with work that uses their skills, and foster respect, continuous learning, and commitment to customers.
Own team planning and management, including hiring, performance management, and development.