Senior Director, Deal Desk

Kore.ai is a globally recognized leader in conversational and generative AI, helping enterprises deliver extraordinary experiences for customers, employees, and contact center agents. The company empowers businesses with effective, simple, and responsible AI solutions that create engaging interactions across sectors, serving over 100M consumers and 500,000+ employees worldwide. With billions of interactions automated, Kore.ai has saved companies over $500M. Recognized as a leader by analysts like Gartner, Forrester, IDC, ISG, and Everest, Kore.ai is one of the fastest-growing AI companies globally, supporting customers from offices in Orlando, Hyderabad, New York, London, Germany, Dubai, Frankfurt, Tokyo, and Seoul.

About the role

We are seeking a strategic, hands-on Senior Director of Deal Desk to lead and scale our global commercial operations function. This player-coach role within a fast-growing SaaS company requires a leader who can develop strategy, build scalable processes, mentor a small team, and personally execute complex commercial transactions. As a trusted business partner to Sales, Customer Success, Partnerships, Legal, Finance, Revenue Operations, Product, and Executive Leadership, this role will own deal strategy, commercial approvals, pricing governance, contracting operations, and hyperscaler marketplace execution. The ideal candidate thrives in a fast-paced startup environment, enjoys solving complex commercial challenges, and is equally comfortable negotiating strategic enterprise transactions as drafting order forms or supporting critical quarter-end deals. This role will play a key part in building the commercial infrastructure needed to support continued growth while ensuring operational excellence, scalability, and strong commercial governance.

Responsibilities

• Partner with Sales, Customer Success, Partnerships, Finance, and Legal to structure strategic enterprise, partner, and marketplace transactions.
• Review pricing, commercial terms, and deal structures to maximize revenue while managing business risk.
• Own the company's commercial approval framework, pricing governance, and contracting standards.
• Personally draft, review, and negotiate order forms, amendments, renewals, and other commercial agreements.
• Manage the creation, delivery, and administration of private offers through AWS Marketplace and Microsoft Azure Marketplace following contract execution.
• Ensure compliance with company pricing policies, approval requirements, and commercial governance standards.
• Lead, mentor, and develop the Deal Desk team while fostering a collaborative, customer-focused culture.
• Partner closely with Sales, Legal, Finance, Revenue Operations, Product, and Executive Leadership to remove obstacles and accelerate deal execution.
• Drive continuous improvement across the quote-to-cash lifecycle through process optimization, automation, and standardization.
• Enhance CRM, CPQ, and contract management workflows, including HubSpot and DealHub, to improve scalability and efficiency.
• Build strong relationships with regional Sales, Customer Success, Legal, Finance, Expert Services, and Partner stakeholders.
• Provide ongoing education and documentation to ensure consistent understanding of deal desk processes.
• Develop and monitor KPIs, including deal cycle time, approval turnaround, discount trends, and marketplace adoption.
• Provide actionable insights and recommendations to improve commercial performance and operational effectiveness.

Requirements

• Minimum 10 years of experience in Deal Desk, Sales Operations, or Revenue Operations, with a strong focus on SaaS, Cloud, or Technology sectors.
• Proven ability to thrive in a fast-paced, high-growth environment, balancing strategic leadership with hands-on execution.
• Proven experience in order form drafting, including incorporation of custom commercial or legal language.
• Proven experience structuring and negotiating complex enterprise SaaS transactions, including pricing, commercial terms, and contract negotiations.
• Strong experience drafting and negotiating order forms, amendments, renewals, and other commercial agreements.
• Working knowledge of AWS Marketplace and Microsoft Azure Marketplace private offer processes; experience with Google Cloud Marketplace is a plus.
• Strong understanding of SaaS pricing models, quote-to-cash processes, commercial governance, and contract lifecycle management.
• Experience with CRM, CPQ, and contract lifecycle management platforms such as HubSpot, Salesforce, DealHub, or similar.
• Excellent communication, organizational, analytical, and problem-solving skills with the ability to influence cross-functional stakeholders.

Qualifications

• Bachelor’s degree in Business, Finance, Legal Studies, or a related field is required.
• MBA, JD, or other relevant graduate degree preferred.

Pay

Depending on specific professional experience and geographical location, the salary for this position ranges from $200,000 - $210,000. Additional wage, bonus, commission, and benefit details will be shared during the formal interview process.