Manager / Director, Deals Desk

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

 

About the Team:

SecurityScorecard's Deal Desk governs the quote-to-cash process for a $151M ARR cybersecurity leader targeting 25%+ growth. This role is the commercial backbone of the enterprise sales motion — ensuring every deal closes with the right structure, price, and terms. You will inherit a mature function mid-automation, a built playbook, and an experienced direct report, and focus your energy on optimizing, automating, and scaling what's already working.

You will be the enforcement layer between commercial ambition and financial discipline — partnering with Sales, Finance, and Legal to drive consistent deal governance while enabling the enterprise sales team to move fast. You will also manage the transition from Salesforce CPQ to Revenue Cloud Advanced (RCA), go-live mid-August 2026, and help define how SSC's deal function operates in a more automated environment.

 

About the Role:

• Own the end-to-end deal process: quota creation, quoting, approvals, and bookings across the enterprise portfolio
• Serve as the primary escalation point for non-standard and complex transactions — balancing business growth against financial and legal guardrails
• Operate and manage the CPQ-to-RCA transition, ensuring continuity and adoption through the mid-August go-live
• Enforce approval matrices and pricing guidelines consistently across deal types, segments, and regions

• Partner with Sales, Finance, and Legal to maintain and evolve deal policies, pricing frameworks, and discount guardrails
• Design and enforce a framework that allows flexibility for high-value enterprise negotiations without opening the door to precedent-setting exceptions
• Define, track, and report on KPIs that measure Deal Desk health: cycle time, exception rate, ARR per deal, approval SLA

• Champion ongoing automation of deal approvals and quote workflows — moving from manual intervention to system governance
• Drive adoption of RCA and related tooling across Sales and CS; build training and enablement for process changes
• Manage Jira-based ticket workflows for the Deal Desk team, ensuring responsiveness and throughput

• Lead and develop 1 Deal Desk Analyst (Adriel), with intent to grow headcount as the function scales
• Build a culture of operational excellence, consistent discipline, and calm under pressure
• Collaborate with the VP RevOps and broader RevOps team on go-to-market strategy and commercial optimization

 

Required Qualifications:

• Director level: 10+ years in Deal Desk, Revenue Operations, or related functions, with 5+ years in a leadership role
• Manager level: 5-8 years of relevant experience with demonstrated leadership or senior ownership of a deal desk function
• Deep understanding of SaaS pricing, discounting, ARR/NRR, and revenue recognition principles
• Salesforce CPQ experience required; RCA (Revenue Cloud Advanced) experience is a meaningful differentiator
• Proven track record holding the line on commercial policy while maintaining trusted relationships with Sales, Finance,