Head of Global Deal Desk
Role Overview
Benchling is seeking a high-impact, strategic leader to lead our deal strategy and order management team as we scale. This role sits at the intersection of revenue growth, new products, financial control, and cross-functional partnership. The ideal candidate will be a trusted commercial advisor to sales on deal strategy, operationalize and deploy an updated pricing and packaging strategy, and drive operational improvement and excellence.
Responsibilities
Enterprise deal strategy & structuring: Coach, partner, and proactively advise enterprise account executives and sales leadership around the architecture and pricing of our largest and most complex agreements.
Leverage your experience with your order management team members to get scale across our whole book of business.
Lead our global deal desk team & connect our partners: Lead, develop, and scale a trusted global deal strategy and order management team, keep the field unblocked, and serve as the connective tissue between Sales, Finance, Product, and Legal.
Sponsor and deploy automation and AI-assisted execution alongside coaching and development, so the function scales on leverage, not just headcount.
Transformation: Serve as a key leader in operationalizing our redesigned pricing and packaging, and driving continued enhancement of the CPQ system that deploys it.
Operational execution and excellence: Own how deal desk partners with the business, and moves deals from quote through to clean, booked revenue with laser focus on operational excellence.
Qualifications
12+ years in Deal Desk, Revenue/Sales Operations, Commercial Strategy, and/or Finance, with several years leading and scaling teams (including team members across regions), ideally in high-growth B2B enterprise SaaS or life-sciences software.
Demonstrated track record of advising how to structure and close complex enterprise agreements, exercising judgment and enforcing commercial guardrails while keeping deals moving.
Outstanding cross-functional partnership skills, including communication, trusted relationship building, culture carrying, outcome orientation and operational excellence.
Deep command of process and CPQ (Salesforce/Steelbrick) — approval frameworks, quote configuration, and the realities of contract generation in the broader quote-to-cash stack (NetSuite, Gong, etc.).
Strong working fluency in SaaS bookings policies and revenue, subscription and consumption/usage-based models, and how commercial structure drives revenue treatment.
Demonstrated skills in process improvement and operational excellence, redesigning and automating deal and order workflows to minimize manual touch, balancing control and speed using AI tooling to scale Deal Desk throughput and quality.
Demonstrated ownership of pricing governance — discount authority matrices, approval hierarchies, and exception policy — applied across a complex, global deal portfolio.
Experience operationalizing a pricing and packaging change across a live selling organization, not just designing it.
Analytical, data-driven mindset with fluency in BI/SQL/spreadsheets to turn deal data into decisions.
Nice to Have
Experience owning or co-owning a CPQ implementation or major quote-to-cash systems initiative.
Experience structuring consumption/usage-based deals (commits, ramps, overages, true-ups) for recurring revenue.
Familiarity with cloud marketplace (AWS/GCP/Azure) private offers, reseller and partner billing, and international/EMEA deal nuances.
Life sciences or scientific-software domain familiarity.