Director, Global Deal Desk

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
 

Apply today to help us achieve our mission.

Summary:

Delinea is seeking a Director, Global Deal Desk to lead and develop the function that supports our most strategic and complex commercial transactions. This leader will partner with Sales, Legal, and Sales Operations to structure deals, improve quote-to-cash execution and efficiency, and ensure pricing and approval discipline.

This is a highly cross-functional leadership role for a commercial operator who can help Sales move faster while protecting the business. This role reports into the Finance organization, directly to the Vice President of OTC and Revenue Accounting. The role is a key leader within the greater quote-to-cash process and will partner with various other teams including order management, billing, and revenue recognition. This role will lead a global team of analysts, located across APAC, Europe, US and Mexico.

What You’ll Do:

• Lead and scale the Global Deal Desk function supporting new business, expansion, renewals, and strategic enterprise deals as well as the evolution of new sales motions and routes to market.

• Partner with Sales to structure complex SaaS transactions, including multi-year agreements, ramped transactions, co-terms, bundles, custom pricing, and non-standard terms.

• Own timely deal review, approval workflows, escalation paths, and commercial guardrails.

• Drive consistency in pricing, discounting, contract structure, and deal documentation with an eye for creativity and scalability and a mindset for a winning partnership.

• Evolve and transform the quote-to-cash process driving improved deal velocity and scalability by implementing AI and machine learning solutions.

• Partner with Sales, Legal, and Sales Operations to evaluate deal economics, risk, billing and cash flow, and revenue recognition considerations.

• Improve quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems.