Senior Director of Deal Desk - Americas

The Senior Director of Deal Desk - Americas is a strategic leader responsible for optimizing and managing our high-performing deal desk team in the Americas, including the US, LATAM, and Canada. This role oversees the structure, strategy, and execution of deal desk operations, which supports our sales team in creating profitable, scalable, and compliant deals. This role partners with cross-functional teams including Sales, Commercial Strategy, Accounting, Legal, and Product to streamline the sales process, enhance deal velocity and overall amaze our customers.
What You'll Do
People Leadership and Management:

• Oversee the day-to-day regional operations of the deal desk team and drive global collaboration and alignment, ensuring efficient and accurate order processing, contract management, and deal closure.
• Provide mentorship, coaching, and training to team members to enhance their skills and knowledge.
• Recruit, develop, and manage a high-performing team of deal desk professionals.
• Foster a positive and collaborative work environment that promotes teamwork and innovation.

Deal Structuring and Strategy:

• Collaborate with Commercial Strategy on developing deal engineering strategies and lead the implementation to ensure profitable efficient deal structures aligned with company objectives, with a focus on balancing growth and profitability.
• Develop and manage pricing guidelines and discount structures in partnership with accounting and sales leadership to ensure competitive positioning without compromising corporate goals.
• Collaborate closely with Sales, Commercial Strategy, Legal, Accounting, and Product teams to provide clear deal parameters, ensuring that all stakeholders have the resources they need to create winning proposals.
• Streamline operational contract processes, ensuring compliance with legal, financial, and operational guidelines while meeting customer requirements.

Process Optimization:

• Continuously evaluate and optimize deal desk processes and tools to enhance deal desk efficiency, eliminate manual effort, and reduce friction in the sales process, including the use of our CRM and CPQ tools, to enhance customer satisfaction.
• Provide clear insights on deal performance, pricing and discounting trends, and win rates to inform decision-making.
• In partnership with Commercial Strategy, act as a liaison between Sales, Accounting, Legal, and Product teams to align on corporate goals and maintain a seamless flow of information, ensuring that all deals are executable and supportable.
• Analyze key deal desk metrics to identify trends, opportunities, and areas for improvement.

What You'll Need
Minimum Qualifications

• 12+ years of progressive and proven experience in Sales Operations, Deal Desk, or a similar role, preferably within a fast-paced, high-growth, global SaaS or PaaS company
• 8+ years of demonstrated experience in people management, including remote employees and supervisor experience of managers and directors
• Experience with Salesforce CRM & Salesforce CPQ systems
• Undergraduate Degree or equivalent combination of education and experience in a related field

Preferred Qualifications

• Working knowledge of ASC 606 Revenue Accounting guidelines
• Experience defining guidelines, policies, roles and responsibilities, and building an operating model for deal desk and deal operations
• Strong understanding of sales processes, contract management, and order fulfillment
• Excellent listening, written, interpersonal, and verbal communication skills to synthesize and effectively articulate concepts to stakeholders
• Ability to remain courteous and kind while also direct and honest during high-stress end-of-quarter times with both internal and external stakeholders
• Demonstrate excellent critical thinking capabilities with strategic and creative problem-solving skills

Travel Requirements & Working Conditions

• 10% travel for customer and internal meetings
  Reliable internet access for any period of time working remotely and not in a Workiva office

How You'll Be Rewarded
• Salary range in the US: $185,000.00 - $296,000.00• A discretionary bonus typically paid annually
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package
The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.
Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic. We strongly encourage and welcome people from historically marginalized groups to apply.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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