Description
The Director, Deal Desk Management and Operations is comfortable working in fast-paced technology organizations with rapid growth. This role is responsible for proactively working with the Sales, Account Management, Renewals, Customer Success, and our Channel & Alliances team to drive deal structuring, leveraging pricing strategy, quote management, facilitating contract review, discounting, co-terming, contract reviews, quote approval and all aspects of the deal cycle globally. By enhancing business processes, this role will ensure the best experience possible for our customers during the deal process.
This is a quote to cash role that removes bottlenecks and friction to increase the velocity of doing business with DomainTools.This role will interact with customers and internal stakeholders (e.g., Sales, Channel & Alliances, Finance, Legal, and Account Management) to ensure that value is realized for the customer and commercial objectives are aligned with the growth of our business. The Director will work to identify process gaps, add automation where appropriate, help with solutioning the improvements, and facilitate training as needed. The candidate should be able to communicate well with customers and partners, and should be highly operational with a data-driven approach.Location: Remote within USCompensation: $150,000- $200,000 OTE (80% base/ 20% commission)
Requirements
Duties And Responsibilities
- Own and refine for optimum scale the quote to cash process
- Support the Sales, Account Management, Renewals, and Channel & Alliances (“Sales”) teams in processing quotes, getting discount approval, ensuring compliance with published policies, and accelerating deal efficiency
- Own all contract reviews
- Identify optimal deal attributes and needs as early in a new deal cycle as possible to reduce friction and optimize deal outcomes
- Ensure data accuracy of in process and closed deals
- Manage Market Place deal execution and interface with prospects and clients as needed
- Collaborate with relevant internal stakeholders (Legal, Finance, etc.) to identify optimal deal attributes
- Maintain and continuously improve deal scoring especially in relation to margin, to guide better deal construction
- Maintain agreed-upon approval processes and SLAs
- Manage approval process of quotes and pricing
- Ensure compliance with customer contracts tied to key business and legal policies
- Act as product manager of the rep’s Quoting Experience in Salesforce
- Serve as an expert in advanced Deal Desk activities, which impact , bookings attainment, and deal structuring
- Be a creative problem solver who finds a way to meet customers’ needs while adhering to DomainTools selling policies
- Function as point of contact and subject matter expert for Sales on quote to cash motions
Qualifications
- Bachelor’s Degree or equivalent combination of education and experience
- 5+ years’ experience in leading deal desk, sales operations, or finance roles
- Contract management experience, legal/paralegal degree or equivalent relevant experience preferred
- Proven track record working with Sales organizations
- A passion for problem-solving
- Highly organized with strong attention to detail
- Strong oral, written and presentation skills, especially with customers and internal teams
- Ability to work independently and collaboratively in a team environment
- Ability to manipulate data in Excel / BI tools including CPQ
- Solid understanding of SaaS business models and multi-product go-to-markets
- Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company
- Proficiency working with software systems, payment processors, and ERP systems
- Process oriented with a focus to drive continuous improvement
- Ability to learn quickly in a dynamic and collaborative environment
- Strong business acumen, organizational, time management skills, and attention to detail
Day-to-day responsibilities:
- Act as a business partner to Sales and Finance in developing strategies for complex deals with a focus on financial and revenue compliance
- Create and enforce Deal Desk SLA
- Enforce and manage approvals for non-standard deals and effectively collaborate across the GTM and FP&A organizations
- Identify gaps in current Deal Desk processes (both operational and systematic) and create improvements for efficiencies
- Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support sales efforts
- Strong presence and communication with the Field
- Drive and execute decision reviews, approvals, and executing across competencies (quoting, legal, revenue, etc.)
- Propose and execute initiatives as part of the long term strategy for the Deal Desk team and business
- High-energy, team-first attitude: motivated to work collaboratively in a fast-paced, ever-changing environment to help our growing business
- End-to-end RFP and customer questionnaires management via RFP tool
- Work with IT to enhance tools and process
- Work independently and take lead in driving daily and regional improvements
Benefits
DomainTools is the global leader for internet intelligence and the first place security practitioners go when they need to know. The world's most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain, website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time.DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits.DomainTools embraces diversity, equity, and inclusion to its fullest as an equal opportunity employer.
We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth; and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives, and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.
