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Head of Deals Desk & Pricing Strategy

3 weeks, 4 days ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
AWS Azure GCP Generative AI Kubernetes Salesforce
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Zendesk

Zendesk

Zendesk provides a comprehensive software solution designed to enhance customer service and engagement through an AI-powered platform that facilitates communication across various channels, including text, mobile, phone, email, live chat, and social me...

Professional Services
5K-10K
Founded 2007
View All Jobs 37

Description

  • Lead the development and operation of the global Deals Desk team and own the end-to-end deal desk process.
  • Partner with Legal, Sales, and Finance on complex deal structuring, pricing strategies, contract negotiations, deal reviews, and quote/contract management.
  • Coach sales reps on deal commercial structuring and best practices to improve deal velocity.
  • Develop and document booking policies, approval thresholds, models, and other repeatable processes that support scale.
  • Centralize and manage partner incentive programs to enable better commercial outcomes.
  • Define, track, and report KPIs and SLAs for the Deals Desk function.
  • Build and maintain a self-serve content library for Sales on deal mechanics, order processing, structure, and execution.
  • Use technology to streamline workflows and improve productivity across Deals Desk, Sales, Finance, and Legal teams.
  • Partner with Revenue Accounting to address revenue and booking recognition issues for non-standard deal structures.
  • Hire, coach, and develop a global team of deal experts.

Requirements

  • 8+ years of combined experience leading and scaling Deals Desk, Finance, or Sales Ops teams at a high-growth global tech company.
  • Proven experience building Deals Desk or strategic pricing functions that improve deal velocity and revenue growth.
  • Experience with complex deal structures, including enterprise software agreements and resell/channel relationships.
  • Ability to think strategically while also working hands-on through deal mechanics and business implications.
  • Experience implementing order-to-close tools and processes such as QTC, CPQ, CLM, and SFDC.
  • Strong emotional intelligence and the ability to clearly articulate a point of view.
  • Willingness to embrace change and adapt in a fast-growing environment.
  • Experience with global teams across multiple regions is preferred.
  • East Coast U.S. location and availability to work in the Eastern time zone are strongly preferred.

Benefits

  • Unlimited PTO.
  • Flexible working options with remote work.
  • Health insurance.
  • Parental leave.
  • Employee stock option plan.
  • Home office allowance.
  • Professional development stipend.
  • Peer recognition program.

Interested in this position?

Apply directly on the company website

Apply Now

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