Head of AMER Deal Desk at Harvey

San Francisco, California, United States

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$251,000 – $339,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Legal Tech, AI, Professional Services, SaaSIndustries

Requirements

8+ years of relevant experience in deal desk, pricing, sales operations, revenue operations, or commercial / contract management at a fast paced, hyper growth B2B SaaS company
Prior leadership experience managing a team (direct or matrixed)
Deep understanding of SaaS / subscription / usage / consumption business models, pricing & packaging strategies
Strong fluency in contract terms, commercial negotiations, risk management, and legal / compliance tradeoffs
Solid grasp of revenue recognition principles (e.g. ASC 606 / GAAP)
Experience working with CPQ (e.g. Salesforce CPQ, Apttus, etc.), contract lifecycle management (CLM), CRM, and deal workflow systems
Excellent analytical skills; comfortable working with data, financial models, scenario analyses
Exceptional stakeholder management, communication, and influencing ability (across Sales, Legal, Finance)

Responsibilities

Lead, mentor, and scale a team of deal desk professionals (deal strategists, analysts, operations)
Serve as the escalation point for complex, non-standard deals; make or recommend decisions on pricing, discounts, contract terms
Define, maintain, and enforce deal governance, approval matrices, discounting policies, and guardrails
Partner with Sales leadership to proactively review top-of-funnel opportunities for structuring risk and value
Optimize the quote-to-cash (Q2C) process: identify bottlenecks, streamline approval flows, minimize back-and-forth
Oversee implementation, adoption, and continuous improvement of systems (e.g. CPQ, CLM, contract automation, CRM)
Collaborate cross-functionally with Finance / Revenue Ops on revenue recognition, forecasting, margin analysis, and deal economics
Work with Legal to standardize terms, review redlines, and manage risk tradeoffs
Analyze trends in discounting, win/loss, pricing sensitivity, and deal outcomes; provide feedback and recommendations to GTM leadership
Create dashboards, metrics, and reporting for executive visibility (e.g. cycle time, concession levels, compliance)
Develop training, enablement materials, and playbooks for sales, deal desk, and cross-functional teams
Drive continuous process improvements, with automation as a lever

Skills

Key technologies and capabilities for this role

Deal StructuringPricing StrategyQuotingContractingDeal Desk OperationsTeam LeadershipSales EnablementFinance CollaborationLegal ReviewRisk ManagementDeal GovernanceOrder Management

Questions & Answers

Common questions about this position

What is the salary range for the Head of AMER Deal Desk position?

The salary range is $251K - $339K.

Is this role remote or hybrid?

The position is hybrid.

What are the key responsibilities for this role?

You will lead and scale a team of deal desk professionals, define deal governance and policies, optimize the quote-to-cash process, collaborate cross-functionally with Sales, Finance, Legal, and Product teams, and analyze deal trends for executive reporting.

What is the company culture like at Harvey?

The team is sharp, motivated, and committed to the mission, moving fast with intensity, taking ownership, staying close to customers, thriving in ambiguity, and pushing for excellence.

What makes a strong candidate for this Head of AMER Deal Desk role?

Ideal candidates thrive in ambiguity, have experience leading and scaling deal desk teams, excel in cross-functional collaboration with Sales, Finance, Legal, and Product, and can optimize processes while controlling risk and driving profitability.

Harvey

Custom AI solutions for law firms

About Harvey

Harvey.ai builds custom Large Language Models (LLMs) specifically designed for top law firms to help them tackle complex legal challenges. These AI models are tailored to various legal practice areas and jurisdictions, allowing firms to enhance their efficiency and accuracy in legal work. Harvey.ai's technology includes an AI chatbot developed in collaboration with Allen & Overy, which demonstrates how their solutions can streamline operations and reduce manual workloads. The company operates on a business model that combines customization fees for developing these models with ongoing subscription fees for support and updates. Unlike many competitors, Harvey.ai focuses exclusively on the legal sector, ensuring that their products meet the unique needs of elite law firms. The goal of Harvey.ai is to transform the legal industry by providing advanced AI tools that improve decision-making and operational efficiency while maintaining high standards of data security.

San Francisco, CaliforniaHeadquarters

2022Year Founded

$200.4MTotal Funding

SERIES_CCompany Stage

Cybersecurity, LegalIndustries

201-500Employees

Risks

Over-reliance on partnerships could lead to strategic vulnerabilities if they dissolve.

LexLegis.ai's global expansion poses a competitive threat in legal research.

Rapid AI innovation and crowded CLM market may challenge Harvey's growth.

Differentiation

Harvey offers custom LLMs tailored for elite law firms' complex legal challenges.

The company provides a unified interface for legal workflows, enhancing efficiency.

Harvey's BigLaw Bench evaluates AI accuracy in legal tasks, setting industry standards.

Upsides

Partnership with Icertis enhances contract analysis and risk assessment capabilities.

Expansion into Japan with Mori Hamada Matsumoto opens new revenue streams.

Revamped GenAI Assistant improves user experience and output quality for legal professionals.

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