Director, Deal Desk

CanadaRemoteFull-timeexecutive

OperationsManagement

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Quick Summary

Requirements Summary

Develop governance frameworks, operational documentation, approval policies, and enablement materials to promote consistency and accountability.

Technical Tools

OperationsManagement

We are seeking an experienced and strategic Director, Deal Desk to lead and scale a high-impact commercial operations function within a global SaaS environment. In this role, you will oversee deal governance, pricing operations, and quote-to-booking processes across the entire customer lifecycle. You will partner with senior leaders across Sales, Finance, Legal, Customer Success, Product, and Revenue Operations to improve commercial execution and support sustainable growth. Combining strategic leadership with hands-on operational management, you will build scalable processes, strengthen financial controls, and improve pricing accuracy. You will also lead and develop a high-performing team while driving greater deal velocity, profitability, and forecasting accuracy. This is an exciting opportunity to influence business strategy and shape the commercial infrastructure of a growing technology organization.

Lead and develop the Deal Desk function: Manage, coach, and develop the Deal Desk team, overseeing performance management, capacity planning, workload prioritization, and professional growth.
Establish operational governance: Design and implement efficient Deal Desk processes covering deal intake, approval workflows, escalations, service-level expectations, and stakeholder communication.
Oversee quote-to-booking operations: Ensure consistent governance, pricing accuracy, and policy compliance across new business transactions, renewals, expansions, and cross-selling opportunities.
Support commercial strategy and deal execution: Partner with Sales and Customer Success teams on deal structuring, pricing decisions, exception handling, negotiations, and commercial approvals.
Maintain systems and data integrity: Ensure alignment and accuracy across Salesforce, CPQ platforms, pricing tools, and other commercial systems.
Strengthen financial controls and forecasting: Collaborate with Finance on forecasting, revenue recognition requirements, commercial risk assessments, and audit readiness.
Build scalable policies and resources: Develop governance frameworks, operational documentation, approval policies, and enablement materials to promote consistency and accountability.
Drive continuous improvement: Lead process optimization and change management initiatives to reduce deal cycle times, minimize rework, improve reporting quality, and increase operational scalability.
Influence cross-functional decision-making: Establish strong relationships with senior stakeholders and position Deal Desk as a strategic business partner supporting revenue growth and profitability.
Deliver measurable business outcomes: Improve pricing governance, approval efficiency, forecasting accuracy, compliance, and overall commercial performance while building a sustainable operating model.

Requirements

~2 min read

Typically 10–12+ years of experience in Deal Desk, Pricing, Revenue Operations, Commercial Operations, Financial Planning & Analysis (FP&A), Commercial Finance, or a related business function.
Typically 5+ years of experience leading teams, strategic programs, or cross-functional operational functions, with demonstrated success developing people and driving organizational performance.
Extensive experience supporting complex B2B sales environments, including new business acquisition, renewals, expansions, and cross-selling transactions.
Strong expertise in Deal Desk operations, pricing governance, quote-to-booking workflows, commercial approval structures, and operational process design.
Hands-on experience with Salesforce, DealHub CPQ, or comparable CRM and Configure-Price-Quote platforms.
Solid understanding of pricing structures, commercial terms, Annual Contract Value (ACV), contract structures, forecasting, and revenue recognition principles.
Strong analytical and financial capabilities, with experience using operational data, reporting, and performance metrics to improve business decisions and processes.
Proven ability to influence senior stakeholders across Sales, Finance, Legal, Customer Success, Product, and Revenue Operations, building alignment without relying solely on formal authority.
Excellent communication, stakeholder management, and problem-solving skills, with the ability to navigate complex commercial situations and translate business needs into practical solutions.
A strategic yet hands-on mindset, combining strong business judgment, attention to detail, and the ability to manage competing priorities in a fast-paced environment.
Demonstrated ability to lead change, establish scalable governance frameworks, and deliver measurable improvements in operational efficiency and commercial performance.