Talent.com
Director, Deal Desk Operations
Director, Deal Desk OperationsEltropy • Santa Clara, CA, US
Director, Deal Desk Operations

Director, Deal Desk Operations

Eltropy • Santa Clara, CA, US
30+ days ago
Job type
  • Full-time
Job description

Job Description

Job Description

Salary : $180,000 - $220,000 (total cash compensation)

Role Overview :

We are seeking an accomplished Director of DealDesk Operations to lead and scale our deal structuring, pricing strategy, and contract execution processes. This pivotal role will serve as a strategic partner to Sales, Customer Success, and Finance leadership, shaping commercial best practices and driving profitable revenue growth. The Director will be responsible for building a high-performing DealDesk function, optimizing the quote-to-cash process, and serving as the primary escalation point for complex, high-value customer engagements.

Key Responsibilities :

Strategic Leadership & Stakeholder Management :

  • Lead, mentor, and develop a team of DealDesk professionals, fostering a culture of operational excellence and continuous improvement.
  • Collaborate closely with Sales, Finance, and Legal to define and enforce deal policies, pricing guidelines, and approval matrices.
  • Act as the primary escalation point for non-standard deals, ensuring alignment with corporate strategy and financial objectives.
  • Provide strategic guidance to Customer Success and Account Management teams on renewal pricing, upsell, and cross-sell opportunities; partner with Renewal AEs on key customer negotiations.
  • Partner with senior leadership to inform go-to-market strategies, product bundling initiatives, and commercial terms optimization.

Deal & Pricing Operations :

  • Oversee the end-to-end deal process, from approved quote through contract execution, ensuring speed, accuracy, and compliance.
  • Engage directly with internal stakeholders and customers to clarify pricing, terms, and approval processes for complex transactions.
  • Own pricing and discount analysis, delivering actionable insights to improve deal profitability and maintain pricing discipline.

    • Operational Excellence & Systems :

  • Drive the implementation, adoption, and optimization of CPQ and related sales systems to streamline the quote-to-cash process.
  • Identify process inefficiencies and implement scalable improvements across the sales cycle.
  • Design and deliver training for Sales and CS teams on deal desk policies, processes, and best practices.

    • Data, Analytics & Reporting :

  • Define and monitor KPIs for DealDesk performance, including :

    • Average deal cycle time

  • Discount levels and margin impact
  • Renewal rates and upsell revenue
  • Forecasting accuracy
  • Build and maintain dashboards providing real-time insights for executive leadership.
  • Present regular performance updates and recommendations to senior leadership.
    • Create a job alert for this search

    Director Operation • Santa Clara, CA, US