Manager / Director, Deals Desk

About the Team

SecurityScorecard's Deal Desk governs the quote-to-cash process for a $151M ARR cybersecurity leader targeting 25%+ growth. This role is the commercial backbone of the enterprise sales motion — ensuring every deal closes with the right structure, price, and terms. You will inherit a mature function mid-automation, a built playbook, and an experienced direct report, and focus your energy on optimizing, automating, and scaling what's already working.

About the Role

• Own the end-to-end deal process: quota creation, quoting, approvals, and bookings across the enterprise portfolio
• Serve as the primary escalation point for non-standard and complex transactions — balancing business growth against financial and legal guardrails
• Operate and manage the CPQ-to-RCA transition, ensuring continuity and adoption through the mid-August go-live
• Enforce approval matrices and pricing guidelines consistently across deal types, segments, and regions

Commercial Excellence & Policy

• Partner with Sales, Finance, and Legal to maintain and evolve deal policies, pricing frameworks, and discount guardrails
• Design and enforce a framework that allows flexibility for high-value enterprise negotiations without opening the door to precedent-setting exceptions
• Define, track, and report on KPIs that measure Deal Desk health: cycle time, exception rate, ARR per deal, approval SLA

Automation & Systems

• Champion ongoing automation of deal approvals and quote workflows — moving from manual intervention to system governance
• Drive adoption of RCA and related tooling across Sales and CS; build training and enablement for process changes
• Manage Jira-based ticket workflows for the Deal Desk team, ensuring responsiveness and throughput

Team Leadership

• Lead and develop 1 Deal Desk Analyst (Adriel), with intent to grow headcount as the function scales
• Build a culture of operational excellence, consistent discipline, and calm under pressure
• Collaborate with the VP RevOps and broader RevOps team on go-to-market strategy and commercial optimization

Required Qualifications

• Director level: 10+ years in Deal Desk, Revenue Operations, or related functions, with 5+ years in a leadership role
• Manager level: 5-8 years of relevant experience with demonstrated leadership or senior ownership of a deal desk function
• Deep understanding of SaaS pricing, discounting, ARR/NRR, and revenue recognition principles
• Experience operating with difficult, high-performing salespeople — and a track record of pushing back respectfully and consistently
• Deal automation experience is a strong plus; AI-assisted deal management a differentiator
• Jira experience preferred

What We Offer

• A Deal Desk function that has done the hard work of building its foundation — and the opportunity to optimize, automate, and scale
• SSC is $151M ARR, cash flow positive, and targeting aggressive growth
• This role has direct visibility to the CEO, CRO, and new VP RevOps

Benefits

• Competitive salary
• Stock options
• Health benefits
• Unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $170,000 - $220,000 (base plus bonus).

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity.