Director, Global Deal Desk

What You’ll Do

• Lead and scale the Global Deal Desk function supporting new business, expansion, renewals, and strategic enterprise deals as well as the evolution of new sales motions and routes to market.
• Partner with Sales to structure complex SaaS transactions, including multi-year agreements, ramped transactions, co-terms, bundles, custom pricing, and non-standard terms.
• Own timely deal review, approval workflows, escalation paths, and commercial guardrails.
• Drive consistency in pricing, discounting, contract structure, and deal documentation with an eye for creativity and scalability and a mindset for a winning partnership.
• Evolve and transform the quote-to-cash process driving improved deal velocity and scalability by implementing AI and machine learning solutions.
• Partner with Sales, Legal, and Sales Operations to evaluate deal economics, risk, billing and cash flow, and revenue recognition considerations.
• Improve quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems. Delinea utilizes Salesforce and NetSuite systems.
• Provide insights on discounting trends, approval workflow and related cycle times, deal quality, and policy exceptions.
• Support pricing and packaging changes, new product launches, SKU updates, sales enablement, and acquisition integrations.
• Build, coach, and develop a high-performing Global Deal Desk team.
• Serve as a trusted advisor to Sales leadership and executive stakeholders on strategic deals.

What You’ll Bring

• 10+ years in Deal Desk, Finance, or Sales Operations.
• Led a Global Deal Desk team and owned complex quote-to-cash processes in a SaaS or recurring-revenue business.
• Strong understanding of SaaS deal structures, including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling.
• Experience supporting enterprise sales teams on complex, high-value transactions.
• Strong commercial judgment, balancing speed, customer needs, sales strategy, and business risk.
• Extensive experience with Salesforce CRM, CPQ, and CLM systems.
• Experience building and leading a globally dispersed team.
• Partners and influences across Sales and Sales Operations, Legal, Finance and Accounting, Product, and Customer Success.
• Implemented AI and machine learning to drive operational efficiency and automation.
• Understanding of revenue recognition rules (ASC 606) and non-standard commercial terms.
• Clear written and verbal communication, strong executive presence, and a practical, solutions-oriented mindset.
• Bachelor’s degree in Finance, Business, or related field

Nice to Have

• Cybersecurity, enterprise software, identity, or cloud infrastructure experience.
• Experience with ERP (NetSuite), and revenue systems (Zuora) or similar.
• Experience with CPQ implementations and other relevant system adoptions.
• Experience in a high-growth, IPO-readiness, or public-company environment.