Senior Deal Desk Strategist

Company Description

LinkedIn is the world’s largest professional network, built to create economic opportunity for every member of the global workforce. Our products help people make powerful connections, discover exciting opportunities, build necessary skills, and gain valuable insights every day. We’re also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that’s built on trust, care, inclusion, and fun – where everyone can succeed.

Join us to transform the way the world works.

Job Description

This role will be based in San Francisco, Sunnyvale, New York or Chicago. At LinkedIn, we trust each other to do our best work where it works best for us and our teams. This role offers a hybrid work option, meaning you can both work from home and commute to a LinkedIn office, depending on what’s best for you and when it is important for your team to be together.

The Deal Desk team are the strategic advisors to LinkedIn’s Field Sales team, managing the Order to Cash (O2C) and facilitating the complex deal structures and requests that our clients demand.  We drive scale within the Sales organization, allowing Sales to focus on selling, while we create efficiencies, increase profitability, and enforce stronger controls. The Senior Deal Desk Strategists will understand the ins and outs of our policies, processes, and systems.  They will advise, coach, and train Sales Reps on a day-to-day basis to efficiently work within LinkedIn Sales process and policies.  Additionally, each Senior Deal Desk Strategist will be expected to lead initiatives to improve our processes, systems, and/or team.   

Responsibilities:  

• Serve as the trusted advisor and go-to resources to the Sales teams for solving complex problems across O2C processes  

• Serve as an expert in advanced Deal Desk activities, which impact quota setting, bookings attainment, and complex deal structuring  

• Lead ongoing and month end audit and quality activities   

• Educate Sales teams on changes in processes, policies, and best practices to improve performance and release Sales capacity to core Sales activities    

• Lead projects with cross-functional teams in support of Sales, in the rollout of new products and policies, and in the improvement of our O2C processes  

• Ensure LinkedIn Sales teams are operating within the Rules of Engagement, directly partnering with cross-functional teams to ensure policies are adhered to and enforced  

• Responsible for ensuring that Sales and contract data is accurate in CRM and other systems, partnering with cross-functional teams to reconcile downstream processes and reporting  

• Identify, scope, and deliver process and systems changes that improve operations for the Sales organization   

• Work in a dynamic environment and adapt to new business processes on a week-to-week basis  

• Ability to travel to regional offices to meet directly with Sales teams and cross-functional leaders  

• Models our cultural values to more junior members of the team  

• Serves as a coach and mentor to other team members, assisting with onboarding, day-to-day training, coaching, and collaborating to solve business problems  

• Flexibility to transition into different support roles within the team based on the needs of the business is required 

• Understand end-to-end processes across OTC and serve as an expert on the roles and responsibilities of cross-functional support teams, resulting in accelerated resolution of issues   

• Take ownership and program manage issue resolution across all back-office teams, performing initial triage of issue identified by Sales and managing issue until it is fully resolved   

• Assess recurring issues to identify opportunities for improving the overall OTC process and make recommendations on process and system changes   

• Engage directly with clients as necessary through both written and verbal communications, helping to resolve OTC issues directly  

• Manage escalations of all OTC issues from Sales and clients   

• Demonstrate the ability to go “above and beyond” in the support of our Sales teams and clients 

Qualifications

Basic Qualifications: 

• 2+ years in revenue operations