Sr Deal Desk Analyst
About the role
We're seeking a Senior Deal Desk Analyst to manage and streamline our end-to-end deal workflow. The ideal candidate will coordinate between Sales, Legal, and Finance, ensuring deals are structured correctly, compliant with pricing and discounting policies, and aligned with revenue goals.
Responsibilities
Lead commercial deal structuring for new business, renewals, and expansions.
Own the pricing and discounting policy framework, defining guardrails, exception processes, and approval thresholds in partnership with Finance and the Chief Revenue Officer (CRO).
Model deal economics and scenario analysis to influence executive decision-making on strategic and non-standard opportunities.
Develop concession frameworks that protect margin while empowering reps to close competitively.
Act as the central coordinator across Sales, Finance, Legal, Product, and Executive leadership to ensure complex opportunities progress efficiently through approval workflows.
Build and maintain operating rhythms, SLAs, and escalation paths that keep deal velocity high without sacrificing governance.
Own quoting processes end-to-end in HubSpot and future CPQ tooling, enforcing pricing, discounting, contracting, and risk-management policies; ensure exceptions are documented, escalated, and approved appropriately.
Support channel and partner-specific quoting rules and terms; maintain partner deal registration and co-sell governance.
Ensure opportunity records are complete, accurate, and compliant—maintaining high-quality CRM data that underpins forecasting, revenue recognition, and operational reporting.
Design and implement data quality standards and audit processes; partner with Sales Ops to enforce pipeline hygiene across the team.
Build and maintain the Deal Desk playbook—policies, templates, escalation guides, and training materials for the sales team.
Deliver enablement sessions to equip AEs with the knowledge to self-serve on standard deals and escalate efficiently on complex ones.
Evaluate and implement tooling improvements—CPQ, CLM, and CRM integrations—to reduce friction in the quote-to-cash process.
Requirements
8–10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or Finance within a fast-growing B2B SaaS or technology company.
Demonstrated track record of operating at a senior/strategic level—individually leading programs, advising sales leadership, and influencing outcomes without requiring day-to-day management.
Experience building or significantly improving Deal Desk processes from the ground up—not just inheriting and maintaining them.
Exposure to cybersecurity, infrastructure software, or enterprise security markets is a plus.
Must have startup experience.
Deep understanding of SaaS pricing models, discounting mechanics, contract structures, and revenue recognition principles (ASC 606 familiarity preferred).
Hands-on experience with CPQ systems; HubSpot CRM experience is highly valued.
Strong proficiency in deal modeling—comfortable building financial scenarios in Excel Sheets and translating them into actionable recommendations.
Qualifications
Must have a bachelor's degree in Business Administration, Finance, Economics, or a related field. Relevant certifications or licenses are a plus.