Deal Desk Analyst - West Coast

Key Responsibilities and Impact:

Deal Strategy and Approval:
• Serve as a trusted advisor to Account Executives (AEs), offering data-driven insights on optimal deal structures, pricing, and commercial strategies to maximize revenue and profitability.
• Rigorously review and approve CPQ quotes to ensure compliance with company policies, pricing guidelines, and strategic objectives.
Risk Management and Complex Term Negotiation:
• "Quarterback" the commercial terms within ordering documents, drafting and refining language to accurately reflect negotiated agreements.
• Escalate and manage risks associated with non-standard terms, pricing exceptions, and approvals, providing clear, actionable recommendations for resolution.
Process Excellence and CPQ Optimization:
• Drive efficiency by identifying opportunities and leading efforts to improve pricing, accuracy, and overall sales execution.
• Submit, test, and validate enhancements to the Configure, Price, Quote (CPQ) system to boost sales productivity and improve data quality.
Enablement and Documentation:
• Develop and maintain a comprehensive Commercial Language Library to streamline term negotiations, ensuring consistency and reportability.
• Conduct training and enablement sessions for AEs on CPQ usage, deal basics, and best practices.
Compliance and Cross-Functional Alignment:
• Collaborate deeply with Sales, Contracts, Finance, Accounting, Product, and Customer Success teams to facilitate seamless deal closure.
• Ensure all booked orders adhere strictly to company policies and contractual agreements, monitoring and verifying order accuracy for revenue recognition.

Qualifications for Success:

• Experience: Minimum of 5 years in a deal desk, sales operations, or pricing role within a SaaS company is required.
• Education: Bachelor’s degree in Business Administration, Accounting, Finance, or a related field.
• Domain Expertise: Strong understanding of SaaS business models, pricing strategies, and revenue recognition principles (ASC 606). 
• Prior experience in the Identity Governance and Administration (IGA) sector is a significant advantage.
• Technical Proficiency: Advanced skills in Salesforce, CPQ tools (e.g., Salesforce CPQ, Apptus, Zuora), and advanced proficiency in data analysis/modeling.
• Core Competencies: Exceptional analytical and problem-solving skills, with a proven ability to manage multiple, complex priorities in a dynamic, fast-paced environment while maintaining strong attention to detail.