At a Glance
- Tasks: Lead the Deal Desk function and optimise high-value transactions in a fast-paced SaaS environment.
- Company: Join a dynamic SaaS company focused on innovation and growth.
- Benefits: Competitive salary, flexible work options, and opportunities for professional development.
- Other info: Collaborative culture with excellent career advancement opportunities.
- Why this job: Make a significant impact on revenue operations and drive strategic decisions.
- Qualifications: 7+ years in Deal Desk or Revenue Operations with strong SaaS expertise.
The predicted salary is between 80000 - 100000 £ per year.
We are seeking an experienced, analytical, and commercially savvy leader to step into the role of Deal Desk Strategist. This individual will be instrumental in leading the Deal Desk function, ensuring the seamless and profitable execution of complex, high‑value transactions. This position requires a strategic mindset, deep expertise in SaaS business models (preferably IGA), and proven leadership ability to both manage commercial risk and drive process excellence across a high‑growth sales organization. This role reports to the Global Deal Desk Director and is essential for scaling our revenue operations, mitigating commercial risk, and optimizing profitability globally. The Deal Desk Manager will be responsible for setting strategy, managing team output, and owning key commercial tools.
WHAT YOU WILL BE DOING
- Strategic Leadership & Deal Governance
- Own Deal Strategy: Provide strategic leadership and guidance to sales leadership and Account Executives (AEs) on the most complex, high‑value, and non‑standard deals. Set the standard for optimal deal structure, pricing, and commercial terms to maximize long‑term customer value (LTV) and profitability.
- Sales Structure Expertise: Demonstrate a deep understanding of the various SaaS deal types—including New Logo, Expansion (Upsell/Cross‑sell), Renewal, and Consumption/Usage‑Based models—to guide Sales on structure and commercial positioning for each.
- Profitability Focus: Ensure all deal structures align with our company’s revenue objectives by clearly understanding how SaaS companies make money (Subscription ARR, Professional Services, Expansion Revenue) and prioritizing deal terms that drive high‑quality, recognizable revenue (ASC 606).
- Approval Authority & Risk Mitigation: Serve as a primary escalation point for all pricing exceptions, non‑standard terms, and commercial risks. Exercise management‑level approval authority on CPQ quotes and ordering documents, ensuring strict adherence to global company policies, revenue recognition standards (ASC 606), and strategic goals.
- Executive Business Partnering: Act as a trusted business partner to Sales Directors/VPs, Finance, Legal, and Executive leadership, providing data‑driven insights on deal trends, win/loss analysis based on commercial structure, and profitability metrics.
- Process, System, and Team Management
- Lead CPQ and Commercial Roadmap: Own and drive the continuous improvement roadmap for the Configure, Price, Quote (CPQ) system and related commercial tools. Prioritize enhancements that maximize sales velocity, data accuracy, and compliance.
- Team Enablement and Training: Develop, lead, and execute a comprehensive Global Enablement Program for the sales organization on new pricing models, updated commercial policies, and best practices for leveraging CPQ, transitioning from training sessions to developing institutional knowledge.
- Manage Documentation and Knowledge: Oversee the development, maintenance, and mandatory usage of a central Commercial Language Library and Policy Repository to ensure consistency, minimize time‑to‑close, and reduce legal/financial risk across all geographies.
- Process Efficiency: Proactively identify and resolve systemic bottlenecks in the deal cycle, developing and implementing scalable solutions to improve the efficiency and accuracy of the end‑to‑end quote‑to‑cash process.
- Financial Rigor and Reporting
- Deal Analytics: Track, analyze, and report on key deal metrics (e.g., discounting, average selling price, term length, non‑standard term frequency) to identify trends, inform pricing strategies, and report commercial health to executive stakeholders.
- Audit Readiness: Ensure all executed deals and supporting documentation are fully compliant and audit‑ready, collaborating closely with Accounting and Finance teams for accurate period‑end closings and revenue recognition reporting.
WHAT YOU BRING
- Experience: Minimum of 7+ years in Deal Desk, Revenue Operations, or Finance, with at least 2 years of experience leading or managing a Deal Desk function in a high‑growth, global SaaS environment.
- Commercial Acumen: Deep, demonstrated expertise in SaaS models, including the impact of various deal structures (subscription vs. usage, multi‑year vs. annual, upfront vs. deferred billing) on key financial metrics like ARR, NRR, and Gross Margin.
- Education: Bachelor’s degree in Business, Finance, Accounting, or a related quantitative field is required. An MBA or advanced professional certification is a strong asset.
- Domain Expertise: Expert‑level understanding of SaaS business models, licensing/pricing strategies, and complex revenue recognition principles (ASC 606). Prior experience in the Identity Governance and Administration (IGA) sector is highly preferred.
- Technical Proficiency: Advanced skills in Salesforce and deep, hands‑on administrative or ownership experience with a leading CPQ platform (e.g., Salesforce CPQ, Apptus, Zuora). Proven ability to leverage data modeling and analytics to drive commercial decisions.
- Leadership & Communication: Exceptional written and verbal communication skills, with a proven ability to simplify complex financial and legal concepts for sales and executive audiences. Demonstrated track record of leading cross‑functional projects and driving alignment among competing priorities (Sales, Legal, Finance).
Lead Deal Desk & Revenue Strategy (SaaS) employer: Saviynt
Join a dynamic and innovative SaaS company that prioritises employee growth and development, offering a collaborative work culture where your strategic insights will directly impact revenue operations. With a focus on continuous improvement and a commitment to excellence, you'll have access to comprehensive training programs and the opportunity to lead high-value transactions in a supportive environment. Located in a vibrant area, our company not only values your contributions but also fosters a sense of community and belonging among its employees.
StudySmarter Expert Advice🤫
We think this is how you could land Lead Deal Desk & Revenue Strategy (SaaS)
✨Tip Number 1
Network like a pro! Reach out to your connections in the SaaS industry, especially those who have experience in deal desk roles. A friendly chat can lead to insider info about job openings or even referrals that could give you a leg up.
✨Tip Number 2
Prepare for interviews by diving deep into the company’s revenue strategies and deal structures. Show us you understand the nuances of SaaS models and how they impact profitability. Bring examples of how you've tackled similar challenges in the past!
✨Tip Number 3
Don’t just apply; engage! When you submit your application through our website, follow up with a quick email to the hiring manager. Express your enthusiasm for the role and mention how your skills align with their needs.
✨Tip Number 4
Stay sharp on deal analytics! Brush up on key metrics like discounting and average selling price. Being able to discuss these during interviews will show us you're not just a fit for the role but also passionate about driving commercial success.
We think you need these skills to ace Lead Deal Desk & Revenue Strategy (SaaS)
Some tips for your application 🫡
Tailor Your CV:Make sure your CV is tailored to the Lead Deal Desk & Revenue Strategy role. Highlight your experience in SaaS, deal structures, and any leadership roles you've held. We want to see how your background aligns with what we're looking for!
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to explain why you're the perfect fit for this role. Share specific examples of how you've successfully managed complex deals or improved processes in previous positions. Let us know why you're excited about joining StudySmarter!
Showcase Your Analytical Skills:Since this role requires strong analytical skills, make sure to include any relevant metrics or data from your past experiences. Whether it's improving profitability or optimising deal structures, we want to see how you've used data to drive decisions.
Apply Through Our Website:We encourage you to apply through our website for a smoother application process. It helps us keep track of your application and ensures you don’t miss out on any important updates. Plus, it shows you're keen on joining our team!
How to prepare for a job interview at Saviynt
✨Know Your SaaS Inside Out
Make sure you have a solid grasp of SaaS business models, especially the nuances of deal structures like subscription vs. usage-based. Brush up on how these impact key financial metrics like ARR and NRR, as this knowledge will be crucial in demonstrating your commercial acumen during the interview.
✨Prepare for Scenario Questions
Expect to face scenario-based questions that assess your strategic thinking and problem-solving skills. Think about past experiences where you've successfully navigated complex deals or mitigated risks, and be ready to share specific examples that highlight your leadership abilities.
✨Familiarise Yourself with CPQ Tools
Since the role involves managing CPQ systems, it’s essential to showcase your technical proficiency. If you have experience with Salesforce CPQ or similar platforms, prepare to discuss how you've used these tools to enhance sales processes and improve efficiency.
✨Showcase Your Communication Skills
As a Deal Desk Strategist, you'll need to communicate complex concepts clearly. Practice explaining intricate financial and legal terms in simple language, as this will demonstrate your ability to partner effectively with sales and executive teams.
