Head of Deal Desk
Apollo.ioSalary not specified
Not SpecifiedCompensation
Expert & Leadership (9+ years)Experience Level
Full TimeJob Type
UnknownVisa
Cybersecurity, Data Security, Privacy, AIIndustries
Requirements
- History of hands-on solutions in deal pricing strategy, quote-to-cash (QTC) process, CPQ automation, and deal fulfillment
- Strong track record of automating the quote-to-cash process, optimizing deal flow, and pricing management
- Proven experience working with Sales to close more deals faster and more efficiently
- Experience collaborating with global Go-To-Market, Legal, Finance, Operations, and executive leadership teams
- Expertise in Salesforce CPQ and quote-to-cash tech stack administration
- Ability to manage a team of Deal Desk Analyst(s)
Responsibilities
- Serve as the primary advisor to Sales on deal-related matters, including alternative pricing options, contract objection-handling, and value propositioning to 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, advising on approval processes and approving exceptions as necessary
- Create and maintain an approvals matrix with the support of business leaders
- Assist sales in interpreting contractual language and 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 processes, and company policies; simplify deal-related processes throughout the Sales organization; manage cross-functional projects to improve the quote-to-cash process
- Partner with Sales Operations, Enablement, and GTM Systems teams on 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 quote-to-cash best practices
- Administer quote-to-cash tech stack (including Salesforce CPQ), ensuring maximum adoption and driving automation of QTC processes, implementing new software and enhancements
- Develop tools to help the Sales team effectively price and structure deals
- Serve as the subject matter expert for pricing; work with Product & Engineering teams to develop pricing for new features and maintain pricing collateral and 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)
Skills
Key technologies and capabilities for this role
Questions & Answers
Common questions about this position
What is the salary or compensation for the Director, Deal Desk role?
This information is not specified in the job description.
Is this Director, Deal Desk position remote or does it require office work?
This information is not specified in the job description.
What skills and experience are required for the Deal Desk Director role?
The role requires a strong track record of hands-on solutions, automating the quote-to-cash process including fulfillment, optimizing deal flow, pricing management, and working with Sales to close deals faster and more efficiently.
What is the company culture like at BigID?
BigID has a people-centric culture that is fast-paced and rewarding, valuing innovation, diversity, integrity, and collaboration, with a team of talented people in the industry.
What makes a strong candidate for the Deal Desk Director position?
A strong candidate has hands-on experience automating quote-to-cash processes, optimizing deal flow and pricing, and collaborating with Sales, Legal, Finance, and executives to drive deal closures efficiently.
BigID
Data management and security platform provider
About BigID
BigID provides a platform for businesses to scan, classify, and inventory their enterprise data, regardless of its storage location, including cloud and on-premises data centers. The platform helps organizations understand and manage their data, allowing them to monitor and reduce data risks, which enhances their overall data security. BigID's services are designed for companies that handle large volumes of data and prioritize data privacy and protection. Unlike many competitors, BigID's platform is versatile and can be integrated throughout a business's ecosystem, enabling better decision-making regarding various data types, including unstructured, structured, and semi-structured data. The company's goal is to be a leader in data security posture management, helping clients improve their data management practices while ensuring compliance with privacy regulations.
New York City, New YorkHeadquarters
2016Year Founded
$297.8MTotal Funding
LATE_VCCompany Stage
Data & Analytics, CybersecurityIndustries
501-1,000Employees
Benefits
Remote Work Options
Unlimited Paid Time Off
Health Insurance
Dental Insurance
Vision Insurance
Company Equity
Professional Development Budget
Paid Parental Leave
Pet Insurance
Risks
Emerging data privacy startups may challenge BigID's market share.
BigID's reliance on AWS could pose risks if AWS policies change.
Global data privacy regulations' complexity may strain BigID's resources.
Differentiation
BigID offers real-time Data Activity Monitoring, surpassing traditional DDR tools.
BigID's AI risk management addresses security concerns in AI technologies.
BigID's AWS Graviton Ready designation optimizes data scanning and reduces costs.
Upsides
BigID's partnership with AmiViz expands its market in the Middle East.
Enhanced AWS integrations improve BigID's appeal to AWS-reliant businesses.
BigID's inclusion in Deloitte Technology Fast 500 highlights its rapid growth.
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