Director, Deal Desk

Ready to be a Titan?

ServiceTitan is on a mission to power the trades. Our platform enables home and commercial service businesses to operate more efficiently, grow revenue, and deliver exceptional customer experiences. As the leading software platform in our category, we are building the operating system for the trades—and we are still in the early innings of that journey.

The Role

We are seeking a Director of Deal Desk to lead and scale the Deal Desk function at ServiceTitan.

This role operates at the center of our go-to-market organization, partnering closely with Sales, Finance, Legal, Pricing and Packaging, and Revenue Operations to structure, optimize, and execute complex commercial agreements. The Director will play a critical role in accelerating deal velocity while ensuring alignment with pricing strategy, margin targets, and revenue recognition requirements.

This is a highly visible leadership position that requires strong business judgment, cross-functional influence, and operational rigor. The ideal candidate will bring both strategic perspective and hands-on execution, with a focus on building scalable processes across the quote-to-cash and order management lifecycle.

What you'll do:

Deal Strategy & Execution

• Partner with Sales leadership on complex, high-value, and non-standard transactions

• Structure agreements that balance customer value with long-term company economics

• Serve as a key escalation point for pricing, discounting, and contractual considerations

Pricing, Discounting & Governance

• Develop and enforce pricing and discounting frameworks aligned to company objectives

• Establish clear approval guidelines and governance models

• Ensure consistency, transparency, and compliance across all deal structures

Order Management & Quote-to-Cash Excellence

• Ensure seamless translation of closed deals into orders, billing, and revenue recognition

• Partner closely with Accounting to uphold ASC 606 compliance and revenue integrity

• Lead enhancements to order management processes and systems

• Drive alignment across CPQ, CRM, and downstream financial platforms

Cross-Functional Leadership

• Act as a strategic partner to Sales, Finance, Legal, Revenue Operations, Pricing and Packaging, Corporate Engineering, and Product teams

• Facilitate efficient and well-informed decision-making across stakeholders

• Partner closely with the Chief Accounting Officer on risk management, compliance, and scalability

Operational Effectiveness

• Design and implement processes that improve deal velocity while maintaining control

• Identify inefficiencies and drive continuous improvement across the deal lifecycle

• Leverage data and analytics to inform pricing strategy, discount trends, and deal performance

Team Leadership

• Build, develop, and lead a high-performing Deal Desk team

• Establish clear performance expectations, KPIs, and career development paths

• Foster a culture of accountability, collaboration, and operational excellence

What you'll bring:

• 10+ years of experience in Deal Desk, Revenue Operations, Finance, or Sales Operations within a high-growth SaaS environment

• Demonstrated success supporting complex, multi-element SaaS transactions

• Strong expertise in order management and quote-to-cash processes

• Deep understanding of pricing strategy, discounting, and contract structuring 

• Solid knowledge of revenue recognition principles (ASC 606)

• Experience partnering closely with Accounting and CAO organizations

• Hands-on experience with CPQ (Salesforce CPQ preferred), CRM, and billing systems

• Strong financial acumen with the ability to assess deal-level impact on company performance

• Proven ability to influence senior stakeholders and drive cross-functional alignment

Nice to Haves

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