Deal Desk Lead

Quick Facts

• Role: Deal Desk Lead

Description

Own complex deal structuring and exception approvals end to end while partnering with Sales, Finance, Legal, and the field. Balance customer needs with company priorities across pricing, discounts, commitments, and payment terms, ensuring accurate execution in quotes, order forms, and CRM records. Scale repeatable processes (playbooks and approval frameworks) and translate field requirements into quote-to-order workflows.

Responsibilities

• Engage early on complex opportunities to remove obstacles and align stakeholders for fast resolution.

• Structure deals by evaluating trade-offs across customer value, revenue, profitability, and risk.

• Run a responsive review/approval process for nonstandard deals and escalate decisions beyond your authority with clear options and recommendations.

• Ensure quotes, order forms, approvals, and CRM records reflect agreed terms; resolve discrepancies before signature.

• Define quote-to-order business requirements, business priorities, and acceptance criteria; oversee business acceptance testing and sign-off.

• Build and scale deal desk playbooks, approval frameworks, and field enablement to reduce recurring friction.

• Use deal and exception patterns to recommend improvements to pricing and commercial policy.

• Hire, coach, and develop the Deal Desk team while staying hands-on in day-to-day deal execution.

Requirements

• 4+ years of experience in Deal Desk, commercial operations, or a related function in SaaS or another high-growth industry.

• Experience with complex deal structuring and approvals, including pricing/discounts, commitments, and payment terms.

• Demonstrated ability to partner effectively with Sales, Finance, and Legal to resolve blockers quickly.

• Exceptional analytical skills and attention to detail across deal economics, terms, and documentation.

• Strong commercial judgment to distinguish material risks from issues that should not block a deal.

• Autonomy and extreme ownership: prioritize independently, surface risks early, and drive issues to resolution.

• Tactful communication and stakeholder influence for Sales exception requests and appropriate escalations.

• Hands-on systems expertise with CRM, quoting or CPQ tools, and approval workflows; ability to translate field needs into requirements.

• People management experience managing and developing direct reports.

Benefits

• Hands-on ownership of deal desk processes end to end.

• Opportunity to build and scale the function as the business grows, including playbooks and workflow improvements.

• Cross-functional partnership with Sales, Revenue Operations, Finance, and Legal leadership.