Director, Global Deal Desk

Delinea Inc.

Job Overview

Location

U.S. Remote

Job Type

Full-time

Full Job Description

📋 Description

• Lead and scale the Global Deal Desk function to support new business, expansions, renewals, and strategic enterprise deals across all sales motions and routes to market.
• Partner with Sales, Legal, and Sales Operations to structure complex SaaS transactions including multi-year agreements, ramped contracts, co-terms, bundles, custom pricing, and non-standard commercial terms.
• Own and optimize timely deal review, approval workflows, escalation paths, and commercial guardrails to ensure consistent pricing, discounting, and contract structure.
• Drive improvements in quote-to-cash execution and scalability by implementing AI and machine learning solutions to automate and enhance deal processes.
• Collaborate with Sales, Legal, Finance, and Accounting to evaluate deal economics, billing and cash flow implications, and revenue recognition considerations under ASC 606.
• Improve integration and efficiency across CRM (Salesforce), CPQ, CLM, billing, and ERP (NetSuite) systems to streamline end-to-end commercial operations.
• Provide data-driven insights on discounting trends, approval cycle times, deal quality, and policy exceptions to inform commercial strategy and policy updates.
• Support pricing and packaging changes, new product launches, SKU updates, sales enablement initiatives, and acquisition integrations.
• Build, coach, and develop a high-performing, globally dispersed team of Deal Desk analysts located across APAC, Europe, the US, and Mexico.
• Serve as a trusted advisor to Sales leadership and executive stakeholders on strategic, high-value transactions requiring complex commercial structuring.
• Ensure alignment between commercial terms and revenue recognition rules, contract documentation standards, and operational systems.
• Champion a culture of accountability, innovation, and collaboration across Finance, Sales, Legal, and Customer Success teams.
• Maintain compliance with company policies while balancing speed, customer needs, sales strategy, and business risk in deal approvals.
• Contribute to the evolution of global deal desk processes to support Delinea’s growth and IPO-readiness objectives.

🎯 Requirements

• 10+ years in Deal Desk, Finance, or Sales Operations
• Led a Global Deal Desk team and owned complex quote-to-cash processes in a SaaS or recurring-revenue business
• Strong understanding of SaaS deal structures including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling
• Extensive experience with Salesforce CRM, CPQ, and CLM systems
• Experience building and leading a globally dispersed team
• Understanding of revenue recognition rules (ASC 606) and non-standard commercial terms

🏖️ Benefits

• Competitive salaries
• Meaningful bonus program
• Healthcare insurance
• Pension/retirement matching
• Comprehensive life insurance
• Employee assistance program
• Time off plans
• Paid company holidays

Skills & Technologies

Remote

Degree Required

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Delinea Inc.

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About Delinea Inc.

Delinea Inc. provides privileged access management software that secures identities, credentials, and secrets for enterprises. Its cloud-native platform unifies password vaulting, remote access, least-privilege elevation, secrets management for DevOps, and continuous monitoring. Designed to replace legacy PAM tools, the solutions enforce zero-trust principles, automate compliance reporting, and integrate with existing identity and security stacks. Customers span financial services, healthcare, government, and technology sectors seeking to reduce attack surfaces across hybrid and multi-cloud environments.

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