Director, Deal Desk

Overview:

Join our high-impact team as a Director of Deal Desk, where you'll drive the end-to-end deal lifecycle, optimize deal structures, and ensure pricing accuracy and contract compliance for our global sales organization. Acting as a strategic partner, you’ll collaborate with Sales, Finance, Legal, and Product teams to maximize profitability while aligning deals with corporate policies and financial objectives. The ideal candidate brings strong analytical skills and a proven ability to foster cross-functional collaboration.

Why IDC?
IDC is the most respected global technology market research firm. We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success. IDC was recognized by the Institute of Industry Analyst Relations (IIAR>) as the 2024 Analyst Firm of the Year for delivering critical, timely insights in coordinated efforts around the world, during a time when our customers faced unprecedented challenges.

Recruitment Fraud Notice: IDC would like to inform you that we conduct our formal communications via corporate email, our Applicant Tracking System iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.

Responsibilities:

• Functional Leadership: Manage and oversee all aspects of the Deal Desk, including process definition, deal structuring, pricing approvals, discounting, and contract management.
• Process Improvement: Continuously define, refine and optimize Deal Desk processes, workflows, and tools to improve sales cycle time and reduce friction in the deal-making process
• Compliance Management: Verify that contracts meet all legal requirements, adhere to internal policies, and obtain necessary financial approvals.
• Cross-Functional Collaboration: Partner with Sales, Legal, Finance, and Product teams to streamline deal processing and resolve any contractual or pricing issues.
• Strategic Guidance: Advise on optimal deal structures to drive revenue growth, balancing customer needs with corporate policies.
• Data Analysis & Reporting: Track key deal metrics, providing insights and recommendations to enhance sales efficiency and profitability.
• Deal Review & Approval: Oversee complex deal structures, pricing, and discount requests, ensuring alignment with company strategy and profitability goals.
• Pricing Strategy Support: Contribute to the evolution of pricing models and deal desk processes, ensuring scalability and best-in-class practices.
• Tool Maintenance & Improvement: Manage and enhance CRM and deal management tools to support accurate, efficient, and transparent deal operations.

Qualifications:

• Bachelor’s degree in Business, Finance, or a related field
• 7+ years of experience in sales operations, revenue operations, or a similar role, with at least 3 years of experience leading a Deal Desk or similar function
• Proven experience working in a market intelligence, SaaS, or data-driven environment, with a deep understanding of subscription-based pricing models, complex deals, and custom pricing
• Strong knowledge of CRM systems (e.g., Salesforce), CPQ tools, contract management software, and reporting/analytics tools
• Exceptional Excel and financial modeling abilities to uncover deeper insights
• Proven ability to collaborate across functions, build consensus, and effectively influence stakeholders
• Adept at managing competing priorities, meeting deadlines, and pivoting quickly in dynamic situations