Director, Global Deal Desk

Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. Learn more at starburst.ai.

Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments across on-premises systems, multiple clouds, and hybrid architectures, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation.By enabling federated access to complete enterprise context, Starburst helps AI platforms, applications, and teams move from pilots to production with trusted, actionable data. Built on open standards with Trino and Apache Iceberg, Starburst integrates with existing technologies while helping organizations avoid vendor lock-in. For more information, visit starburst.ai.

The Director, Global Deal Desk leads Starburst’s global deal desk function, building and scaling a strategic capability that ensures complex commercial transactions are structured, reviewed, approved, and executed with speed, consistency, and control. Reporting to the VP of Revenue Operations, this role manages the deal desk team and serves as the critical bridge between Sales, Legal, Finance, and Revenue Operations on non-standard deal structures, pricing exceptions, and approval workflows. The Director acts as a trusted advisor to Sales leadership on complex commercial models and billing structures, owns deal desk playbooks and performance metrics, and turns escalation and exception patterns into clearer policy and more scalable operating practices. This role also carries direct accountability for contract operations, including policy compliance, data accuracy in Salesforce and CPQ systems, and cycle-time performance across global regions.

• 8+ years of experience in deal desk, revenue operations, sales operations, finance, or commercial operations, including experience building or scaling a deal desk function from the ground up.
• People management experience, with a track record of leading, mentoring, and developing a team.
• Deep understanding of B2B SaaS and consumption-based business models, pricing strategies, and contract structures.
• Strong knowledge of CPQ and CLM systems (Salesforce CPQ, DealHub, or similar) and experience maintaining data accuracy across Salesforce and adjacent RevOps systems.
• Demonstrated experience working cross-functionally with Sales, Finance, Legal, and Operations, with the judgment to balance growth, customer flexibility, and policy compliance.
• Experience building or improving approval workflows, operating procedures, and scalable process documentation, with strong analytical skills to identify patterns and manage escalations.
• Exceptional communication and stakeholder management skills, with the ability to influence senior stakeholders across levels and functions.
• Preferred: experience with global deal support across multiple regions and theaters, discount governance, non-standard order form terms, and revenue recognition standards (ASC 606).
• Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs.

• This role is based in our Boston office or open to US-based remote candidates.

All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry –  and the future. 

Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more. 

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state
 or local laws.