Director, Deal Strategy - Remote
United States
About the RoleThe Revenue Operations team at Highspot is at the intersection of marketing, account development, sales, services, legal and finance. Revenue Operations works to strategically optimize the effectiveness and efficiency of our go-to-market (GTM) teams. In other words, we impact the top-line and the bottom-line.We are growing fast and are looking for a leader to help build and scale a world-class Revenue Execution team. The Deal Strategy team provides GTM Leadership with data, reporting, and actionable insights to proactively manage and optimize business strategy, processes, and performance. As the leader, you will have a major impact on driving consistent and scalable growth. You will have an incredible opportunity to combine business acumen, innovative analysis, and intellectual curiosity to drive strategic initiatives and business results.In this role as Director, Deal Desk, you will collaborate with sales, legal, marketing, legal and finance leadership by providing deal strategy, structuring and execution of innovative transactions.
What You'll Do
- Build, mentor and lead a high-performing Deal Desk team
- Be an integral member of product launches, ensuring SKUs are created, the field is enabled and the Deal Desk team is prepared
- Ensure deal desk processes support the successful launch and scaling of new products
- Provide training and development opportunities to enhance team capabilities and performance
- Effectively define team goals and priorities around deal constructs, special pricing, operations, and revenue policies for addressing obstacles to deal closure and other sales escalations
- Collaborate with executive leadership to define deal objectives, priorities & success metrics for deals
- Collaborate with sales, finance, legal and product teams to structure competitive and profitable deals, being proactive and leading from the front, determining how to get to “yes” and a win-win for the company as well as our prospects and customers
- Work extremely closely with sales leadership to understand deal requirements and provide support for complex negotiations, with the ability to think strategically and outside of the box
- Serve as a key point of contact for internal stakeholders on deal-related matters, including escalations
- Identify opportunities to streamline and automate deal desk processes to improve efficiency and accuracy
- Collaborate with product, marketing & sales teams to develop and execute go-to-market strategies for new products including downstream implications for quoting and SKU development
- Ensure all non-standard business terms are reviewed, approved, and properly documented
- Anticipate Sales teams’ business needs through participation in events such as pipeline review calls and forecast calls
- Drive the scoping, design, and implementation of new internal projects and processes that are repeatable, scalable, and measurable related to Deal Desk optimization
Your Background
- Bachelor’s degree in Business, Finance, or a related field
- 10+ years of experience in deal desk, sales operations, or related roles.
- Strong understanding of deal structuring, pricing strategies, contract management
- Strong collaboration capabilities across departments, often with competing interests, but all aligned in winning the business (win-win mentality)
- Excellent analytics, problem-solving, and decision-making skills
- Strong proficiency with CRM (Salesforce), including/especially CPQ, and other deal desk related tools and technologies (e.g., Lexicon)
- Experience with maintaining the company’s price book (SKU’s, product descriptions, pricing, and the like)
- Ability to react and pivot in ambiguous and changing environments
- Strong ability to define, implement and execute on sales processes across global selling teams
- Experience of successfully working with c-suite executives with strong communications and presentation development
This position is available either in-office or remote, as applicable, at the following locations:
- Arizona - Remote
- Arkansas - Remote
- California - Remote
- Connecticut - Remote
- Florida - Remote
- Georgia - Remote
- Idaho - Remote
- Illinois - Remote
- Maryland - Remote
- Massachusetts - Remote
- Michigan - Remote
- Minnesota - Remote
- Missouri - Remote
- Montana - Remote
- Nevada - Remote
- New Hampshire - Remote
- New Jersey - Remote
- New York - Remote
- North Carolina - Remote
- Ohio - Remote
- Oregon - Remote
- Pennsylvania - Remote
- Tennessee - Remote
- Texas - Remote
- Utah - Remote
- Virginia - Remote
- Washington - Remote
- Washington - Seattle
- Washington, D.C. - Remote
- Wisconsin - Remote
- #BI-Remote
#LI-KG1
Equal Opportunity StatementWe are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.
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Job Profile
Remote
Benefits/PerksAccess to coaches Culture of belonging Dental Disability Empowerment opportunities Equitable workspaces Flexible PTO Life benefits Medical Other forms of compensation Stock options Vision
Tasks- Build and lead deal desk team
- Collaborate with leadership
- Define team goals
- Enablement
- Provide training
- Streamline deal processes
- Support product launches
Analytics Business Acumen Business strategy Collaboration CPQ CRM Data analysis Deal structuring Execution Go-To-Market Strategy Leadership Marketing Negotiation Presentation Process Optimization Reporting Revenue Operations Sales Sales enablement Salesforce Sales Operations Team Leadership Training Training and Development
Experience5 years
EducationBachelor's degree Communications Finance Marketing
TimezonesAmerica/Anchorage America/Chicago America/Denver America/Los_Angeles America/New_York Pacific/Honolulu UTC-10 UTC-5 UTC-6 UTC-7 UTC-8 UTC-9