Senior Deal Desk Analyst

About the Job

As a Senior Deal Desk Analyst, you will report to the Director, Deal Management and support all customer deals from the inception of a sales opportunity to the booking of the signed contract. The ideal candidate is skilled and knowledgeable in areas such as enterprise software contract structures, common SaaS metrics, revenue recognition principles, and best practices in the quote-to-book process.

LaunchDarkly is a dynamic startup. The successful candidate will thrive in a fast-paced, ever-changing environment, demonstrate resourcefulness when faced with new scenarios, and apply best-practice principles to each solution.

You will collaborate closely with Sales, Legal, Customer Success, Renewals, Revenue Recognition, and Order Management teams to achieve optimal outcomes for both the customer and LaunchDarkly—financially and operationally.

Responsibilities

• Serve as a trusted advisor to the Enterprise and Strategic Sales teams on deal construction and negotiation of complex transactions.
• Own and manage a book of business, working closely with Sales VPs to support and track high-value deal negotiations.
• Review proposed quotes, provide feedback and coaching, ensure accuracy and compliance with published policies, and approve, reject, or escalate deals as needed using sound business judgment.
• Draft Order Forms and track them through to execution, ensuring that all signed documents are complete and accurate.
• Collaborate with internal teams or draft redlines as needed to help close deals on time.
• Enforce established processes to ensure data integrity and consistency across closed opportunities.
• Gather all required information (e.g., POs, billing contacts) to ensure smooth booking of deals.
• Ensure contracts and supporting documents are fully executed and uploaded to the contract management system.
• Validate accuracy of quarter-end cutoff procedures and system reconciliations.
• Become a subject matter expert in the CPQ tool; support its configuration and functionality.
• Train new Account Executives on opportunity creation and closeout processes.
• Coordinate information flow across Sales, Professional Services, Legal, Finance, and Operations to facilitate seamless deal execution.
• Ensure the deal review and approval processes follow company policies and compliance standards.
• Contribute to the development and implementation of deal desk policies, processes, and procedures.
• Foster strong cross-functional relationships to streamline and support the deal process.

About You

• Sympathetic: You are driven to understand customer mindset and pain points to create an advertising strategy that achieves business goals and meets customer needs.
• Team-Oriented: You excel at collaborating across the company. You can move easily between business stakeholders, product development and marketing teams.
• Great Communicator: You have a natural ability to build relationships with cross-functional team members and are a master of the written word, with excellent attention to detail.
• Startup Mentality: You thrive in a fast-paced, high-intensity environment where you balance multiple projects and can prioritize your work both short and long term.
• Driven: You are motivated to achieve success both at work and in your personal life.

Qualifications

• 5–10+ years of experience in the Software/SaaS industry, with exposure to Deal Desk, Finance, or Revenue Operations.
• Strong understanding of contract business terms and the ability to review and draft them.
• Proven ability to manage high deal volume and tight deadlines, especially during quarter-end.
• Familiarity with SaaS metrics, including Annual Recurring Revenue (ARR).
• Analytical, self-motivated, and confident in making data-informed decisions.
• Excellent verbal and written communication skills with a collaborative, solution-oriented mindset.
• Strong attention to detail and accuracy.
• Experience using CRMs (e.g., Salesforce) and quoting tools.