Director, Deal Desk

Location: East or Central Timezones

As leader of our global Deal Desk team, the Director will provide expert guidance on all aspects of the deal cycle, including deal structuring, pricing strategy, quote management and approvals, margin analysis, proper discounting, and any non-standard expansion or renewal motions. This role collaborates closely with Sales, Channel, and internal stakeholders (Finance, Legal, etc.) to streamline processes, identify automation opportunities, and implement scalable solutions, while ensuring optimal customer experience. The ideal candidate is a strategic leader with exceptional communication skills, comfortable in a fast-paced technology environment, and passionate about driving operational excellence through data analysis.

Duties and Responsibilities

• Support the Sales organization - drive consistency on established deal structures, pricing strategies, and non-standard commercial terms while ensuring compliance with internal policies. Serve as an expert in advanced Deal Desk activities that impact bookings attainment and deal structuring.
• Partner with Revenue and Legal teams to determine contractual language with regards to any commercial terms to ensure transactions comply with revenue recognition and operational policies. Take ownership of the commercial terms library to ensure more standardized, streamlined negotiations. 
• Cultivate and maintain relationships with key cross-functional partners/back office teams, serving as a primary point of contact for Deal Desk team for escalations. Manage executive approvals on complex deal negotiation. 
• Proactively provide guidance on deal implications, risks, and potential impacts to leadership.
• Provide upfront assistance in the pre-sales motion to proactively analyze proper margins in deal structure.
• Manage a growing global team of Deal Desk Analysts. Establish and track performance metrics to ensure the team meets or exceeds goals consistently. 
• Ensure the team maintains agreed-upon approvals including any discounts, non-standard terms, etc. and SLAs in the quoting process to facilitate accurate order forms and purchase orders.
• Own the documentation of FY policy changes and collaborate with the Sales Enablement team to deliver training on Deal Structuring best practices.  
• Assist in projects as needed, including system enhancements to Salesforce CPQ, partnering with Pricing & Packaging on New Product Introduction initiatives, etc.  

Qualifications

• Bachelor's degree in business, finance, or a related field.
• 10+ years’ experience in deal desk, order management and operations, or a related field, preferably within the cybersecurity industry.
• 4+ years’ experience in leading and growing a team, preferably globally.  
• Strong understanding of SaaS business models, contract structures, pricing strategies, and financial metrics (ARR, TCV, NRR). 
• Excellent written and verbal communication skills, with the ability to convey complex concepts clearly and concisely. Dedication to excellent customer service.
• Experience partnering closely with cross-functional teams such as Sales, other SalesOps team members, Legal, and Finance colleagues 
• Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company
• Systems proficiency working with Salesforce (especially CPQ), Microsoft Office, Google Suite. Additional proficiency with forecasting tools (Clari, Gong) and ERPs (NetSuite) is a plus.

Our culture and benefits:

• Remote-first culture. We have offices in New York, Tel Aviv, Austin, São Paulo, and Washington DC, but the majority of our employees are working from home across the US and Internationally. 
• Great people. Our people aren’t just great professionals, they are great people. We are all here to support each other, ready to help and do what’s best for the entire company. 
• A focus on career growth. We love seeing our people grow into new roles and work hard to ensure everyone sees and can realize a long term career path here at Axonius. We offer ongoing growth opportunities, including mentorship programs, a learning and development stipend, and company-wide courses..
• Next level benefits. 100% coverage of 2 different tiers of employee healthcare premiums. Dental, vision, and 401k match.
• Top-notch family leave options. 17 weeks of parental leave for primary caregivers and 8 weeks for secondary caregivers. Additional time off for important life events like marriage, birth of a grandchild, and more!
• We give back. Corporate social responsibility partnerships, employee giving opportunities , and volunteer time off.
• Competitive compensation. Market rate salaries, bonuses, or commissions. Stock options for all full time employees with equity refresh opportunities.
• DEI focused. Highly supported Employee Resource Groups (ERG). Executive-level diversity and inclusion goals. Training, events, and mentorship options.

#LI-LN1 #LI-REMOTE

Axonius is committed to fair and equitable compensation packages. A candidate’s salary will be based on qualifications and relevant experience. In addition to a competitive salary, our packages include stock options, attractive benefits, and an annual bonus.

A little more about Axonius: 

Axonius gives customers the confidence to control complexity by mitigating threats, navigating risk, automating response actions, and informing business-level strategy. With solutions for both cyber asset attack surface management (CAASM) and SaaS management, Axonius is deployed in minutes and integrates with hundreds of data sources to provide a comprehensive asset inventory, uncover gaps, and automatically validate and enforce policies. Cited as one of the fastest-growing cybersecurity startups, with accolades from CNBC, Forbes, and Fortune, Axonius covers millions of assets, including devices and cloud assets, user accounts, and SaaS applications, for customers around the world.

Headquartered in New York, New York, Axonius employs over 600 people worldwide. Axonius is named to the 2024 Forbes Cloud 100 and was named to Dun’s Best Start Up Companies to Work for Over 100 Employees. Axonius is recognized with the Great Place to Work Certification™ and for two years in a row, Axonius was ranked Deloitte Technology Fast 500 list. Axonius has been cited as the fastest growing cybersecurity company in history by revenue.

At Axonius we support a diverse and inclusive workplace and believe in equal employment opportunity. We welcome people of different backgrounds, experiences, abilities and perspectives, regardless of race, color, ancestry, religion, age, sex, gender identity, national origin, sexual orientation, citizenship, marital status, disability, or Veteran status.

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