Director, Deal Desk (Remote)

We are actively seeking a Director, Deal Desk to join our Finance team. This role will report to the CFO. As the first Deal Desk hire, you will own the deal desk function and be charged with building the function. You will be the first point of contact for all deal desk inquiries from AEs, managers, and the other teams. Working with cross-functional teams (Sales, Legal, Accounting, FP&A, etc.), you will have the opportunity to analyze the effectiveness of pricing, strategize on deal structure, and more.

In this role, you will have a unique opportunity to impact the growth, direction, and future of Fleetio. Ideal candidates will have deep past deal desk experience at a B2B SaaS that has scaled well from $20M to $100M+ ARR. We value enterprise deal experience. You are a natural problem-solver with a strong ability to navigate ambiguity. You're not afraid when challenged and have the ability to balance process governance with deal strategy and negotiations.

What’s Fleetio?

Fleetio (pronounced "flee-tee-oh”) is a leading provider of fleet management SaaS that helps organizations of all sizes track, analyze, automate, and manage their vehicles and equipment. With a purpose-built, easy-to-use, and comprehensive suite of tools and features, Fleetio makes it easy for fleet managers to optimize their operations, reduce costs, and improve safety and compliance.

We’ve become a trusted partner for thousands of businesses across the globe, from small startups to large enterprises. With a focus on innovation, customer success, and sustainable growth, Fleetio is on a mission to transform fleet management.

What makes us special, you might ask? We’ve been remote-friendly since 2012 and have been recognized as Birmingham Alabama’s Best Places to Work five years in a row. We have over 200 employees all over the United States, Canada, and Mexico. We raised a $21M Series B in late 2020 and have over 4,700+ paying customers in 70 countries. We’re on an exciting trajectory as a company and we’re ready for you to join us.

More about our product and company:

• Fleetio product overview video: https://www.youtube.com/watch?v=IlvIbwZT3oU
• Our careers page: https://www.fleetio.com/careers
• Check us out on Glassdoor (i.e., people love working here): https://www.glassdoor.com/Reviews/Fleetio-Reviews-E1745407.htm

This is a full-time role that can be held at our HQ in Birmingham, Alabama, or remotely anywhere in the continental United States. Be sure to mention coffee in your cover letter so we know you actually read this.

What you'll be doing

The Director, Deal Desk will be responsible for building a new Deal Desk function from the ground up, including working with Finance, Business Operations, Legal, and other cross-functional counterparts to build the end-to-end processes to guide the function and hiring the right team members. In this role, you will be the go-to person for multiple functions, to ensure we are winning the best deals within the parameters of our ideal customer profile principles, internal bookings guidelines, and GAAP. This role requires a highly detail-oriented individual, obsessed with ensuring that only the most accurate and pertinent data makes its way into our CRM, for use by our Executive Team. Curiosity, flexibility, and the ability to operate with a “one team” attitude alongside a cross-functional team are non-negotiable attributes for this role.

• Build a Deal Desk function from the ground up while also running the function.
• Build out deal desk processes and governance and continuously evolve it.
• Own the quote management and pricing approvals process, ensuring compliance with published sales and business approval policies, as well as legal and revenue recognition policies.
• Support Sales team on contract objection-handling techniques, alternative contract options, compensation impacts, and value propositions to drive clean deals and close new revenue.
• Develop tools that help the Sales team effectively price and structure deals while managing certain business metrics and requirements.
• Maintain a holistic view of deals during contract negotiations to be able to drive internal stakeholder discussions and alignment on customer c