Senior Analyst - Deals Desk

📋 Description

• • Own the end-to-end deal lifecycle for Freshworks’ most complex, high-value opportunities across every global region. You will quarterback multi-million-dollar SaaS agreements from first pricing conversation to signed order form, ensuring every commercial, legal, and operational detail is optimized for revenue, margin, and customer success.
• • Act as the single point of truth for sales leadership, AEs, SEs, and channel partners when they need fast, accurate guidance on discounting, bundling, term length, co-terming, ramp deals, uplift clauses, and multi-currency constructs. Your recommendations directly influence win-rates and average selling price.
• • Architect custom pricing models that align with buyer personas, regional compliance (GDPR, CCPA, LGPD, etc.), and competitive dynamics. You will translate complex legal and regulatory requirements into clear commercial language that both prospects and internal stakeholders can act on.
• • Run weekly deal-strategy councils with Sales Directors, Finance, Legal, Revenue Ops, and Order Management to surface risks, unblock approvals, and lock in the fastest path to signature. Your facilitation skills keep cross-functional teams focused on the customer’s buying cycle—not our internal silos.
• • Maintain a living library of competitive intelligence, historical discounting patterns, and win-loss data. You will turn this data into actionable playbooks that help reps quote “good deals” without leaving money on the table or over-discounting.
• • Negotiate directly with procurement teams at Fortune 500 and Global 2000 accounts, navigating redlines on liability caps, data-processing addenda, auto-renewal triggers, and most-favored-customer clauses. Your balanced approach protects Freshworks’ risk posture while accelerating deal velocity.
• • Continuously refine the Deals Desk operating model—SLAs, approval matrices, CPQ rules, and exception workflows. You will lead quarterly Kaizen events to cut cycle time, reduce manual touchpoints, and scale best practices across new geos and product lines.
• • Serve as a mentor to junior analysts and rotating sales reps, running enablement sessions on pricing psychology, contract economics, and objection handling. Your coaching multiplies the team’s capacity and raises the commercial IQ of the entire sales org.
• • Contribute to board-level metrics by tracking discount leakage, average contract length uplift, renewal predictability, and non-standard term frequency. Your insights feed directly into pricing strategy, product roadmap prioritization, and investor narratives.
• • Champion customer-centricity by ensuring every deal structure sets the account up for long-term expansion. You will design ramp schedules, adoption milestones, and success-planning language that turn today’s signature into tomorrow’s multi-year growth story.