Director, Deal Desk Jobs in Charleston, SC at Benefit Focus
Title: Director, Deal Desk
Company: Benefit Focus
Location: Charleston, SC
Salary: $200K – $250K*
Category: Enterprise Technology
Reporting to the VP of Revenue and Business Operations, the Director, Deal Desk provides strategic direction and leadership to our Deal Desk team in order to effectively support a fast-moving, high-performing global sales team. You will be responsible for daily oversight of the team, providing timely and transparent feedback to foster talent development, modifying processes and resources in response to changes in the business, and driving deal velocity while maintaining booking accuracy.
The Deal Desk Director will be required to maintain a trusted business partnership with Sales, Finance and Accounting, Sales Operations, Legal, and Customer and Technical Support teams to drive cross-functional operational initiatives and manage day to day deal flow. The ideal candidate will have subject matter expertise in deal structuring, deal flow management, pricing theory and system management. Further, this individual will possess exceptional people management skills including the ability to inspire and articulate a clear vision for the future, develop a trusting and inclusive team culture, and deliver results against established goals and metrics.
Key Responsibilities Include (but Not Limited To)
Lead, manage, and train a team which supports the current and future demands of the business.
Ability to identify and onboard qualified individuals who will help us scale achieve that future-state vision.
Own the weekly L1(CEO) and L2 (CEO Direct Reports) deal approval meetings for deals requiring CEO approval
Work cross-functionally with Sales, Legal and Accounting to ensure sales proposals adhere to established corporate strategies and policies, including but not limited to revenue recognition and pricing policies.
Actively participate in complex and non-standard deal reviews with customers/prospects, sales teams, and management. Partner with Sales, Revenue Accounting, and Legal to problem solve and develop alternate structures which minimize risk while maximizing profitability.
Strong knowledge of revenue recognition principles and software industry models such as SaaS.
Build upon and enhance established playbooks and models enabling repeatable processes and scale.
Provide ongoing training and development to the Sales teams on deal structuring and best practices to increase awareness and accelerate deal velocity.
Enhance current reporting metrics including dashboards, metrics, and system capabilities to gain better visibility into deal flows.
Participate in drafting commercial language, terms, and fall back positions (i.e., build out the non-standard library to facilitate deal velocity).
Identify and drive implementation of new tools and process improvements to support growth and scale.
All listed responsibilities are deemed essential functions to this position; however, business conditions may require reasonable accommodations for additional tasks and responsibilities.
10+ years of deal desk, sales operations, order management or similar management experience
5+ years’ experience in a people leadership capacity with demonstrated track record of driving results
Strong verbal and written communication skills with associates at all levels and cross-functionally
Maintain confidential information and ensure it is handled with sensitivity
Detail oriented with strong analytical skills and decision-making ability
Highly proficient in all applications of Microsoft Office inc…