Director, Deal Desk

Who we are:

BigID is an innovative tech startup that focuses on solutions for data security, compliance, privacy, and AI data management. We're leading the market in all things data: helping our customers reduce risk, drive business innovation, achieve compliance, build customer trust, make better decisions, and get more value from their data.

We are building a global team passionate about innovation and next-gen technology. BigID has been recognized for: 

• BigID Named Hot Company in Artificial Intelligence and Machine Learning at the Global InfoSec Awards
• Citizens JMP Cyber 66 List of Hottest Privately Held Cybersecurity Companies
• CRN 100 list named BigID as one of the 20 Coolest Identity Access Management and Data Protection Companies (3 years running)
• DUNS 100 Best Tech Companies to Work for
• Top 3 Big Data and AI Vendors to Watch' in the 2023 BigDATAwire Readers and Editors Choice Awards
• 2024 Inc. 5000 list for the 4th consecutive year!
• Shortlisted for the 2024 AI Awards in the category of Best Use of AI in Cybersecurity

At BigID, our team is the foundation of our success. Join a people-centric culture that is fast-paced and rewarding: you’ll have the opportunity to work with some of the most talented people in the industry who value innovation, diversity, integrity, and collaboration.

Who we seek:

We’re seeking a Deal Desk Director to lead our Deal Desk team. As the head of our Deal Desk function, you will lead the team responsible for deal pricing strategy, quote-to-cash process (QTC), CPQ automation, and all things #wins. You will collaborate with our stellar global Go-To-Market team, as well as Legal, Finance, and Operations, plus our executive leadership team. The ideal candidate has a history of hands-on solutions and a strong track record of automating the quote-to-cash process (including fulfillment), optimizing deal flow, pricing management, and working with Sales to close more deals faster & more efficiently.

What you’ll do:

• Serve as the primary advisor to Sales on all deal-related matters, advising the team on alternative pricing options, contract objection-handling techniques, and/or value propositioning to help drive deal closures
• Own day-to-day quote management and related approvals, ensuring compliance with business policies
• Act as a point of escalation for deal-related matters; advise on approval processes, approving exceptions as necessary
• Create & maintain an approvals matrix with the support of business leaders
• Assist sales in interpreting contractual language; draft custom language in collaboration with Legal when necessary
• Ensure deals comply with revenue recognition and operational policies; support fulfillment of deals for revenue recognition compliance
• Develop and drive initiatives to improve productivity, Deal Desk process, and company policies; simplify deal-related processes throughout the Sales organization; manage cross-functional projects to improve the entire quote-to-cash process
• Partner with Sales Operations, Enablement, and GTM Systems teams on overall process/system improvements, training, enablement, and other projects
• Deliver relevant training to new and existing Sales reps on working with Deal Desk, Closed Won process, and overall quote-to-cash best practices
• Administer quote-to-cash tech stack (including Salesforce CPQ), ensuring maximum adoption across teams; drive automation of QTC processes, implementing new software and software enhancements to support Sales needs
• Develop tools that help the Sales team effectively price and structure deals
• Be the subject matter expert for pricing; work with the Product & Engineering teams to develop pricing for new features and maintain pricing collateral & systems
• Be a sales-facing and occasionally customer-facing subject matter expert on deal structuring, processes, and policies
• Perform historical deal analysis to inform future pricing updates, discount guidance, and deal structures
• Manage a team of Deal Desk Analyst(s) / Manager(s)team

What you’ll bring:

• 7+ years of success managing a Deal Desk function in the B2B Enterprise SaaS Industry / at a high-growth SaaS startup (or, experience rocking Deal Desk as an individual contributor, and the hunger to take on a leadership role)
• Proven success partnering with GTM Teams and other cross-functional departments
• Strong experience in Channel and Direct Sales models (working with value-added resellers a plus)
• Strong experience in contract/legal negotiations with enterprise customers and working with enterprise sales teams
• Strong understanding of software revenue recognition and quote-to-ca