Director, Deal Desk
Austin, Texas, United States · Posted 3 months agoDescription
The Director, NA Global Deal Desk at Navan is responsible for the operational execution and excellence of the regional Deal Desk function in North America, ensuring adherence to global policies, processes, and systems critical for scalable revenue growth. Reporting to the Head of Global Deal Desk, this role acts as a senior advisor on complex regional deal structures, pricing strategies, and negotiations, partnering closely with Sales, Finance, Legal, Billing, and Product teams. The ideal candidate has strong expertise in B2B SaaS deal operations and CRM/CPQ systems, familiarity with pricing governance and revenue recognition principles, along with proven experience leading and developing a regional team in a dynamic, growth-stage environment.
What you will do:
Develop and scale the North America Deal Desk team: Lead the regional team of Deal Desk experts, executing the global vision and direction, recruiting and developing team members, and establishing a customer-centric team culture focused on accountability, efficiency, and continuous improvement.
Advise on strategic regional deals: Act as the primary advisor for largest and most strategic North American deals. Work closely with regional sales leadership in these select deals to evaluate risks and rewards, guide negotiation strategy, and ensure deals align with company objectives. Support strategic deals across regions as needed.
Develop and deliver enablement & training: Aid in the development and deliver regular training and enablement programs for the North America sales and related teams on pricing, deal structures, quoting tools, and deal processes in conjunction with our GTM enablement team.
Enable new product introduction and monetization: Collaborate with Product, Finance, Legal, and other GTM teams to launch new products and services, focusing on the regional implementation and execution of global packaging, pricing, deal structures, and process / systems needs for new offerings.
Drive quote-to-cash tech stack business requirements: Work with our Business Technology and GTM Systems teams to ensure we have the right systems to support our quote-to-cash process from our CRM, CPQ, CLM, and billing. This role is a key stakeholder responsible for defining the regional business requirements of our CPQ implementation and a contributing stakeholder working with Finance, Legal, Billing to define the requirements of the remaining order-to-cash tech stack.
Price book and SKU Management: Ensure regional governance and adherence to global price books, discounting and approvals guidelines, and SKU structures within North America.
Monitor regional deal performance metrics: Working in conjunction with GTM systems and analytics teams, monitor and report on metrics and dashboards used to track regional deal cycles around closing processes, discounting, exceptions, approvals, and pricing effectiveness. Use insights from these metrics and associated analytics to improve NA Deal Desk operations and develop recommendations for how to improve the regional closing process (including approvals, discounting, deal handoffs, etc).
Financial Controls & Scalability: Ensure regional adherence and execution of robust controls, processes, and systems with respect to Deal Desk operations and deal closing that satisfy regulatory, compliance, and audit requirements for public-company standards (e.g., financial reporting standards, internal controls, SOX compliance, revenue recognition).
What we’re looking for:
- Strategic thinker and problem solver who executes global pricing, discounting, packaging strategies and optimizes regional operational processes to support these within CPQ
- Proven ability to execute and optimize global pricing and deal management strategies within a region
- Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership
- 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies. Experience at late-stage transitioning to public companies is a plus.
- Experience leading and developing regional teams, with a track record of scaling Deal Desk teams in a fast-paced, high-growth environment.
- Strong expertise in CRM and CPQ systems, including developing regional business requirements for configuration.
- Understanding of revenue recognition principles (ASC 606) and other accounting implications of deals, including being able to evaluate how contract terms impact revenue recognition and ensure compliance with financial policies and audit standards.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
-
Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.
Similar jobs
Est. 153,125 USD
As a Account Manager, your mission will be to drive revenue by ensuring your clients are happy, referenceable, and maximizing the value they take from the Navan platform. You will do this by building deep relationships w…
Est. 284,375 USD
Navan is seeking a dynamic and vision-driven VP of Global Solutions Consulting & Professional Services to lead, scale, and optimize our enterprise post-sales delivery ecosystem. This person will be a key leader withi…
Est. 80,000 EUR
Deal Strategy Manager, EMEA Navan is seeking a Deal Strategy Manager, EMEA to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing complex contract negotiations, ali…
Est. 122,500 USD
As a Commercial Account Manager your mission will be to drive revenue by ensuring your clients are happy, referenceable, and maximizing the value they take from the Navan platform. You will do this by building deep relat…
Est. 169,375 USD
The Senior Manager, GTM Strategy and Operations, is a high-impact, mission-critical role. Reporting to the CRO, Accounts, you will act as a force multiplier and trusted advisor, architecting and executing operational str…
Est. 196,875 USD
Navan sales organization is seeking a motivated and experienced Mid-Market Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 196,875 USD
Navan sales organization is seeking a motivated and experienced Mid-Market Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 146,875 USD
At Navan, Sales Development is more than pipeline generation—it's a strategic talent engine fueling the growth of our sales organization. As Manager of Sales Development, you will significantly shape our ability to scale…
Est. 153,125 USD
As a Account Manager, your mission will be to drive revenue by ensuring your clients are happy, referenceable, and maximizing the value they take from the Navan platform. You will do this by building deep relationships w…
Est. 363,125 USD
Navan is looking for a Director of Enterprise Sales to join our global sales team. We are looking for a natural leader who loves to lead their team in growing revenue by prospecting, selling and is energized by developin…
Est. 122,500 USD
As an Account Manager your mission will be to drive revenue by ensuring your clients are happy, referenceable, and maximizing the value they take from the Navan platform. You will do this by building deep relationships w…
Est. 196,875 USD
Navan sales organization is seeking a motivated and experienced Mid-Market Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 120,000 USD
At Navan, Sales Development is more than pipeline generation—it's a strategic talent engine fueling the growth of our sales organization. As Manager of Sales Development, you will significantly shape our ability to scale…
Est. 80,000 USD
As a Commercial Account Manager your mission will be to drive revenue by ensuring your clients are happy, referenceable, and maximizing the value they take from the Navan platform. You will do this by building deep relat…
Est. 275,625 USD
Navan is looking for an exceptional Regional Director of Mid-Market Sales to help develop and scale a team of Mid-Market Account Executives. This is an impactful segment for Navan and has a $38B+ market potential across…
Est. 118,500 USD
Navan is modernizing the infrastructure of business travel, expense, and spend management — and data is central to that mission. We are seeking a Senior Revenue Operations Analyst, Data Quality to own the integrity and t…
Est. 80,000 USD
Navan sales organization is seeking a motivated and experienced Mid-Market Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 37,500 USD
The sales development organization plays a critical role in Navan's growth. As a company that values innovation, Navan relies on the sales development team to identify and qualify potential customers, generate leads, and…
Est. 196,875 USD
Navan sales organization is seeking a motivated and experienced Mid-Market Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 227,500 USD
Navan is looking for an exceptional Manager of Commercial Sales to help develop and scale a team of Commercial Account Executives. This is a critically impactful segment for Navan with a $38B+ market potential across the…
Est. 153,125 USD
Navan sales organization is seeking a motivated and experienced Commercial Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 230,550 USD
We are looking for a highly strategic and technically proficient Director of Marketing Operations to serve as the dedicated operational powerhouse for our business. Based in our NYC or SF office, you will be the primary…
Est. 120,000 USD
Navan is looking for a Director of Enterprise Sales to join our global sales team. We are looking for a natural leader who loves to lead their team in growing revenue by prospecting, selling and is energized by developin…
Est. 275,625 USD
The Navan Sales team is looking to add a superstar Major Account Executive to the team with knowledge of technology and solid business-to-business sales. This individual will be an early member of our Enterprise Sales te…
Est. 153,125 USD
Navan sales organization is seeking a motivated and experienced Commercial Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 153,125 USD
Navan sales organization is seeking a motivated and experienced Commercial Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 80,000 USD
Navan sales organization is seeking a motivated and experienced Mid-Market Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate…
Est. 227,500 USD
Navan is looking for an exceptional Manager of Commercial Sales to help develop and scale a team of Commercial Account Executives. This is a critically impactful segment for Navan with a $38B+ market potential across the…
Est. 262,500 USD
Navan sales organization is seeking a motivated and experienced Enterprise Account Executive to join our growing team. This is an exciting opportunity to join as an early member of the Enterprise team enjoying rapid grow…
Est. 120,000 USD
As Senior Field Marketing Manager for North America, you’ll be the regional marketing lead owning and delivering integrated field marketing programs that build brand presence and fuel high-quality pipeline across one of…