Director, Deal Strategy Operations
New
A
Abnormal AICybersecurity SaaS
Remote - USAFull-TimeDirector
SalaryBase salary range: $204,000 — $240,000 USD
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Job Details
- Experience
- 8+ years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a high-growth B2B SaaS company, with at least 3 years leading teams.
- Required Skills
- Salesforce
Requirements
- Have 8+ years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a high-growth B2B SaaS company.
- Have at least 3 years of team leadership experience.
- Demonstrate a track record structuring complex enterprise deals, including multi-product, multi-year, and enterprise license agreements in the six- and seven-figure ARR range.
- Understand SaaS deal economics, including discounting, pricing and packaging, payment terms, bookings policy, and revenue recognition implications.
- Have hands-on experience with Salesforce and CPQ quoting and approval workflows.
- Maintain a strong commitment to CRM data quality.
- Have experience designing or rebuilding scalable deal approval processes, policies, and service levels, including under quarter-end pressure.
- Have experience applying AI and automation to deal workflows and exercising judgment about when human review is needed.
- Partner effectively with Finance, Order Management, and Legal and influence senior sales leaders.
- Communicate complex commercial tradeoffs as clear recommendations.
- Nice to have: experience with SpotDraft, Maxio, NetSuite, Gong, Snowflake, or Sigma.
- Nice to have: experience leading or contributing to a CPQ implementation or replacement.
- Nice to have: cybersecurity or another technical, enterprise-focused background.
- Nice to have: experience supporting global deal operations across EMEA and APJ.
Responsibilities
- Lead deal strategy for strategic enterprise opportunities, including multi-product bundles, enterprise license agreements, multi-year terms, expansions, and renewals.
- Design commercial structures that address customer needs while protecting margin, revenue quality, and long-term value.
- Run deal intake and approval operations, keeping requests moving through reviewers with clear service levels.
- Review non-standard pricing, payment, billing, and contractual requests with Finance, Order Management, and Legal.
- Maintain accurate and complete deal approvals, business justifications, and associated Salesforce data.
- Design AI-supported quoting, field guidance, approvals, and policy workflows while preserving accuracy, auditability, and compliance.
- Partner with Revenue Systems on CPQ, approval workflows, and pricing and packaging changes.
- Maintain deal playbooks, approval matrices, and guidelines, and enable sellers with tools, guidance, and training.
- Hire, develop, and lead the deal strategy and deal desk team.
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