VP, Global Deal Desk & Renewal Operations

Workiva•Ames, IA

12d

About The Position

The VP, Global Deal Desk & Renewal Operations leads Workiva’s Deal Desk, Commercial Strategy, and Renewal Operations organizations. The role owns the integrity of the company’s global commercial engine, including deal structuring and governance, negotiations, pricing compliance, renewal execution, and the end-to-end quote-to-order process. The VP builds an operating model that helps Sales move quickly while protecting deal quality, margins, and retention. As a strategic commercial leader and process architect, the VP sets the vision and multi-year roadmap for transforming the quote-to-order-to-renewal lifecycle. This includes reducing deal friction, simplifying commercial structures, and applying data, AI, automation, and analytics to commercial decisions and operations. The role defines KPIs and dashboards, develops scalable operating models, and leads change management across Sales, Finance, Legal, and Customer Success. The VP leads and develops globally distributed Deal Desk, Commercial Strategy, and Renewal Operations teams, including team planning, hiring, performance management, and development. The role partners with senior Sales leadership and cross-functional teams to improve commercial strategy, pricing, deal processes, renewal forecasting, retention, and customer experience. Workiva supports employees in working from an office or remotely from any location within their country of employment. The position may require up to 20% travel and reliable internet access when working remotely.

Requirements

12+ years of progressive Deal Desk, Commercial Operations, and/or Renewal Operations experience in a high-growth technology company; ideally at a publicly traded SaaS company.
Track record of leading deal desk and renewal operations at scale and transforming them into strategic business enablers that accelerate deal velocity.
Demonstrated participation 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 the 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, including the ability to turn data into decisions on deal governance and renewal risk.
Attention to detail regarding 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 considered.
Reliable internet access when working remotely.

Nice To Haves

MBA preferred.
Experience at a publicly traded SaaS company.

Responsibilities

Own deal governance and approval authority across partner and direct deals, applying commercial policy consistently while keeping approvals fast and predictable.
Lead structuring and negotiation of complex commercial terms, partnering with Sales leadership on strategic, high-value deals.
Serve as the primary commercial thought partner to Sales Leadership and Product Marketing on multi-solution 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 structure, order approvals, and revenue recognition readiness.
Improve deal cycle time and seller experience while maintaining governance.
Own renewal operations and the customer retention motion, partnering with Customer Success and Field Operations to protect and grow existing revenue.
Build proactive, data-driven renewal forecasting and risk detection aligned with Customer Success (CPX), using 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 expansion opportunities in the renewal motion.
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 deal desk and renewal operations, including deal routing and approvals, contract and terms analysis, pricing guidance, and renewal risk prediction.
Define KPIs, dashboards, and insights for decisions on deal governance, discounting, and retention.
Design scalable operating models that accommodate growth, new products, and new go-to-market motions without proportional headcount increases.
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 clear succession.
Partner with senior Sales leadership to identify opportunities to improve commercial strategy, competitive pricing, and deal processes.
Coach and develop team members, match talent to 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.