Director, Global Deal Desk
About the role
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle, enabling seamless governance across the modern enterprise.
Responsibilities
Lead and scale the Global Deal Desk function supporting new business, expansion, renewals, and strategic enterprise deals.
Partner with Sales to structure complex SaaS transactions, including multi-year agreements, ramped transactions, co-terms, bundles, custom pricing, and non-standard terms.
Own timely deal review, approval workflows, escalation paths, and commercial guardrails.
Drive consistency in pricing, discounting, contract structure, and deal documentation with an eye for creativity and scalability.
Evolve and transform the quote-to-cash process driving improved deal velocity and scalability by implementing AI and machine learning solutions.
Partner with Sales, Legal, and Sales Operations to evaluate deal economics, risk, billing and cash flow, and revenue recognition considerations.
Improve quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems.
Provide insights on discounting trends, approval workflow and related cycle times, deal quality, and policy exceptions.
Support pricing and packaging changes, new product launches, SKU updates, sales enablement, and acquisition integrations.
Build, coach, and develop a high-performing Global Deal Desk team.
Serve as a trusted advisor to Sales leadership and executive stakeholders on strategic deals.
Requirements
10+ years in Deal Desk, Finance, or Sales Operations.
Led a Global Deal Desk team and owned complex quote-to-cash processes in a SaaS or recurring-revenue business.
Strong understanding of SaaS deal structures, including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling.
Experience supporting enterprise sales teams on complex, high-value transactions.
Strong commercial judgment, balancing speed, customer needs, sales strategy, and business risk.
Extensive experience with Salesforce CRM, CPQ, and CLM systems.
Experience building and leading a globally dispersed team.
Partners and influences across Sales and Sales Operations, Legal, Finance and Accounting, Product, and Customer Success.
Implemented AI and machine learning to drive operational efficiency and automation.
Understanding of revenue recognition rules (ASC 606) and non-standard commercial terms.
Clear written and verbal communication, strong executive presence, and a practical, solutions-oriented mindset.
Qualifications
Bachelor’s degree in Finance, Business, or related field.
Skills
Cybersecurity, enterprise software, identity, or cloud infrastructure experience.
Experience with ERP (NetSuite), and revenue systems (Zuora) or similar.
Experience with CPQ implementations and other relevant system adoptions.
Experience in a high-growth, IPO-readiness, or public-company environment.
Benefits
We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
Pay
Competitive salary based on experience and qualifications.
Schedule
Full-time position.