Director, Deal Desk

About the role

As Director, Deal Desk at Conga, you will be responsible for building, scaling, and running Conga’s global Deal Desk function. Reporting to the Senior Director of Commercial Finance, you will lead a team of Deal Desk professionals—driving the commercial strategy, operational excellence, and cross-functional integration needed to support Conga’s growth as a market-leading SaaS company.

Responsibilities

• Set the vision and operating model for Deal Desk at Conga, partnering directly with the Chief Revenue Officer, SVP of Sales, VP of Legal, and CFO leadership to align deal operations with go-to-market strategy.
• Accountable for pricing governance, deal velocity, revenue quality, and the professional development of your entire organization.
• Develop and manage pricing governance frameworks, including discount authority matrices, deal approval hierarchies, and pricing exception policies.
• Partner with Product, Marketing, Finance, and Sales leadership to evolve pricing and packaging strategies that align with market demand and revenue goals.
• Understand and apply ASC 606 revenue recognition principles to complex SaaS and multi-element commercial arrangements.
• Serve as an escalation point for strategic, complex, and high-risk transactions, balancing deal velocity with governance and operational controls.
• Collaborate with Sales, Finance, Revenue Accounting, Legal, Product, and Operations teams to ensure alignment across the commercial process.
• Develop executive-level reporting and analytics around deal mix, discount trends, win/loss analysis, and revenue quality.

Requirements

• 10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, Commercial Finance, or a closely related field.
• Deep expertise in enterprise SaaS pricing models, deal structuring, commercial negotiation strategy, and quote-to-cash operations.
• Experience building or scaling a Deal Desk or Revenue Operations function at a high-growth SaaS company.
• Experience operating in a high-growth SaaS environment.
• Experience leading teams through company growth, M&A integration, or product portfolio expansion.
• Experience supporting executive leadership and board-related discussions.
• Experience with ASC 606 revenue recognition requirements and managing commercial terms libraries and contract standardization initiatives.
• Hands-on expertise with Salesforce CRM and experience with CPQ platforms such as Conga CPQ, Salesforce CPQ, or Revenue Cloud.
• Experience with ERP systems, preferably NetSuite.
• Experience with CLM and revenue lifecycle management platforms.
• Experience developing executive-level reporting and analytics around deal mix, discount trends, win/loss analysis, and revenue quality.
• Ability to translate complex commercial data into actionable insights for CFO and CRO leadership.
• Track record of driving process improvements across quote-to-cash, contract operations, and order management.
• Executive-level presence and communication skills.
• Experience engaging with C-suite stakeholders and Board-level audiences.
• Ability to influence decisions through clear, concise, and data-driven recommendations.
• High level of accuracy and accountability, ensuring pricing integrity, revenue quality, and compliance across a complex and growing deal portfolio.
• Solutions-oriented mindset and thrive in a fast-paced environment.

Qualifications

• Bachelor’s degree in Finance, Business, Accounting, or a related field is preferred.

Skills

• Deal Desk leadership
• Pricing & revenue expertise
• Systems & tools experience
• Analytics & process excellence
• Executive communication
• Quality oriented

Benefits

At Conga, we strive to design easy-to-understand compensation programs that are fair and free from any type of discrimination. Our U.S. base salary range for this full-time position is $157,620 - $252,190 USD. In addition to base salary, Conganeers receive a variable incentive pay component, perks such as flexible work options, and a full range of benefits including medical and dental insurance.

Pay

The posted salary ranges are for the expectations outlined in the job description. We are often open to a wide variety of profiles and sometimes have flexibility within our organizational structure to adjust the role responsibilities up or down should we select a candidate that is less or more experienced than the posted job requirements. In these occasional cases, we will communicate the revised salary range to the candidate during the selection process.

Schedule

Full-time position.