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Summary:
Join our dynamic Revenue Operations team as the Deal Desk Director and lead our deal strategy and revenue processes. Reporting to the VP of Revenue Operations, you'll play a critical role in structuring complex contracts and crafting commercial terms, empowering our sales teams to thrive. Your role ensures that all deals align with both strategic goals and compliance requirements through close collaboration with Legal, Finance, and Product Management. This leadership position is crucial to enhancing our sales process and driving growth.
Key Responsibilities:
- Deal Strategy: Advise sales on strategic deal structures, pricing, and concessions that drive growth and value. Review and draft special commercial terms and act as a senior escalation point in negotiations.
- Process Optimization & Sales Enablement: Enhance deal structuring practices, maintain a standardized playbook, and develop response templates for RFPs to streamline sales processes.
- Deal Operations: Collaborate with Revenue Operations for scalable and automated deal processes, focusing on continuous improvement and alignment with business metrics.
- Product & GTM Alignment: Partner with Product Management for strategic pricing and GTM strategy alignment. Support product launches with enablement content.
- Reporting and Analysis: Track KPIs, analyze discounting trends, and provide insights for revenue generation opportunities.
Ideal Candidate Profile:
- Experienced Deal Strategist: Proven success in structuring and negotiating deals in the B2B software/SaaS industry, with influence over global sales teams.
- Cross-functional Leader: Ability to inspire alignment among Finance, Legal, Product Management, and Sales teams.
- Strategic Thinker: Strong understanding of financial modeling, revenue recognition, and value selling, aligning deals with business goals.
- Operationally Focused: Expertise in process and system enhancement for efficiency and compliance.
Requirements:
- 10+ years in Deal Desk or Revenue Strategy with leadership in deal structuring.
- Proficiency with Salesforce, Zuora CPQ, and Ironclad.
- Excellent communication (written and verbal), problem-solving, and negotiations.
- Exceptional communication, negotiation, and stakeholder management skills.
- Strong analytical abilities to derive insights from deal data. #LI-Remote #LI-KS1
What you’ll get in return:
- Competitive Base Salary
- Generous paid vacation
- Generous parental leave (16 weeks at 100% pay), family care leave, and unlimited sick days
- Equity for all employees at all levels
- Industry-leading health benefits that are applicable per country of residence for all our full-time employees
- Company-paid Life Insurance
- Home Internet stipend
- Professional allocation for your growth and development
- One-time allowance to assist with your home office setup
- Company-paid access to Calm, Bravely, LinkedIn Learning, MyAcademy and Overdrive
Stack Overflow is proud to be an equal opportunity workplace. We value diversity, inclusion, equity and belonging and these pillars are at the heart of how we work together here at Stack. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
For individuals based in California, and other locations where required, we will consider employment qualified applicants with arrest and conviction records.
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