Job Description - Director, Deal Desk

What you’ll do

As the Director, Deal Desk, you will be responsible for leading our global Deal Desk function and building out the next phase of capabilities in the team to support our growth. Segment is increasingly selling to more complex Enterprise accounts, offering a wider array of products and professional services, and expanding internationally. We are seeking a leader to help us expand our support of these dimensions both strategically and operationally

This role reports to the VP, Finance, has an existing team of three, and will partner with key stakeholder groups across Revenue Operations, Enablement, Business Technology, Legal, and Pricing. We seek leader who will help us scale in a way that balances the company’s need for deal velocity with a sophisticated understanding and review of deal economics.   In this high-impact role you will work closely with executive leadership and will be a key driver of scaling the Deal Desk function to help bring Segment through its next phase of growth.

Responsibilities

Scaling the Team & Furthering Business Insights

• Oversee the scaling of the global Deal Desk function to drive an optimized support function
• Design / procure systems and processes like CPQ and deal workflow, enhancing automation and accuracy of customer quoting capability
• Provide routine reporting on deal trends and act as a feedback loop to the business on customer purchasing trends
• Be a strong voice in how we structure our data for robust analysis of customer transactions
• Manage, mentor and develop the global Deal Desk team

Deal Advisory, Commercial Best Practices

• Create a streamlined set of best practices for commercial structures and ensure adherence to those practices through training, automation and deal reviews
• Partner with Sales Enablement on commercial best practices training programs in on-boarding and on-going sales programming

Reduce Friction and Enhance the Sales Rep Experience

• Streamline the deal process for sales reps with enhanced automation, reduced manual steps, and continued improvements to the areas of optimization
• Ensure early insights into commercial terms on all deal and enable a holistic view of end-to-end deal strategy for complex transactions

Drive Collaboration with Approval Stakeholders

• Lead non-standard deal structuring in collaboration with other key stakeholders across Revenue Accounting, Legal, Pricing, Product, Professional Services, and Sales
• Drive quarterly updates with partnership teams across standard discounting price tiers, cost-of-goods-sold product margin models, and novel deal structures to ensure up-to-date best approval insights and maximum deal velocity

You’re a great fit if…

• You have a bachelor’s degree 
• You have 10+ years of in-house sales operations, finance and operational experience
• You have strong analytical skills and can synthesize the balance of legal, pricing, and payment, attributes for an overall assessment of deal risk and economics 
• You have strong project management skills and the ability to partner, collaborate and influence across functional areas 
• You have demonstrated ability to effectively communicate to all levels 
• You have experience advocating for automation and implementing end-to-end system changes 
• You have successfully built and managed a team of proactive, talented professionals
• You are highly motivated, self-driven, and able to deal well with ambiguity
• You are a team player with a humble and positive attitude

Segment is an equal opportunity employer. We believe that everyone should receive equal consideration and treatment in all terms and conditions of employment regardless of sex, gender (including pregnancy, childbirth, breastfeeding or related medical conditions), sexual orientation, gender identity, gender expression, race, color, religion, creed, national origin, ancestry, age (over 40), physical disability, mental disability, medical condition, genetic information, marital status, domestic partner status, military or veteran status, height, weight, AIDS/HIV status, and any other protected category under federal, state or local law. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.