Deal Desk Analyst
About the role
The role is anticipated for a future Deal Desk Analyst position in Santa Clara. This post is not in reference to a currently open position.
What we would be looking for in the future when a Deal Desk Analyst position opens up:
Role Purpose & Impact: We are seeking an energetic Deal Desk Analyst to assist global sales teams in creating pricing proposals and deal structures that balance customer profitability with Druva's strategic goals and sales velocity.
What You'll Do: Partner with sales teams to structure deals, drive continuous improvement through streamlined workflows, and collaborate with various departments to maintain compliance and scalable approval processes.
What Makes You a Great Fit: 2-3 years of experience in Deal Desk, Sales Ops, Finance, or Revenue Operations, preferably in the SaaS or enterprise software sector. A bachelor’s degree in Business, Finance, Economics, or a quantitative field. Proficiency in Salesforce and advanced Excel modeling. Deep understanding of SaaS business metrics and proven ability to influence cross-functional stakeholders.
Success Looks Like: Acting as a high-velocity, strategic engine for sales while safeguarding profitability as Druva scales. Partnering with sales teams to architect deal structures that accelerate sales cycles without sacrificing margin. Driving process transformation through Salesforce, advanced Excel modeling, and AI automation.
Why You’ll Love Working Here: Innovation is at the core of our operations. We value bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on. High-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth.
What You Will Do:
Review proposals / quotes and provide Sales with deal structure and pricing guidance to optimize profitability, meet strategic corporate goals, and accelerate deal closure.
Review and analyze deal trends. Present findings and recommendations to leadership to adjust deal strategies to align with company's pricing strategy and strategic direction.
Identify options to enhance and streamline systems and processes (e.g., bugs and gaps that could be automated) and work with relevant teams to fix them.
Ensure proper approvals are obtained pertaining to deal structure such as discounts, payment terms, and special licensing terms.
Work with Revenue Operations, Legal, Finance, and Product teams to build out robust approvals processes in Salesforce and ensure compliance and controls.
Prepare Renewal Reports that provide insight into metrics such as ARPU and GM% that maximize the Renewal team will use during renewal cycles.
Manage strategic partner incentive programs and set up standard reporting and analysis to support programs.
Prepare and maintain existing documentation around the Deal Desk’s internal and external processes.
Assist with ad hoc analyses as needed.
What We Are Looking For:
2-3 years of experience, preferably in Deal Desk, Sales Ops, Finance, Pricing or Operations with preference for enterprise software or SaaS businesses.
Bachelor’s degree in Business, Finance, Accounting, Economics, or quantitative field.
Strong relationship building, collaboration, communication, and presentation skills.
Advanced Microsoft Excel skills with the ability to analyze large amounts of data and derive insights; experience with building complex financial models or scenario analysis is a plus.
Salesforce (SFDC) experience required.
Understanding of SaaS / subscription model business metrics & drivers such as ACV, TCV, renewal rates, churn, ARR, net retention, & ARPU.
Ability to understand detailed pricing models and strategies.
Ability to work well with cross-functional teams (Sales, Sales Ops, Finance, Pricing, Order Management, Revenue Ops, and Legal) and influence as well as build relationships with these teams.
Strong prioritization skills with ability to manage multiple projects simultaneously under changing conditions and tight deadlines.
Experience developing and/or improving processes with desire to influence change across the organization.
What We Offer:
The pay range for this position is expected to be between $112,000 and $157,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience.
The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity.
Full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
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