Deals Desk Manager / Director

🔥 12 hours ago

🏖️ New Jersey – Remote

🏖️ New Jersey – Remote

💵 $170k - $220k / year

⏰ Full Time

🔴 Lead

👔 Director

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SecurityScorecard

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2013

🔒 Cybersecurity

🏢 Enterprise

💰 $180M Series E on 2021-03

Cybersecurity • Enterprise

SecurityScorecard is a company that focuses on cybersecurity and risk management. It provides solutions for supply chain detection and response, third-party cyber risk management, and external attack surface management. By leveraging AI and security ratings, SecurityScorecard helps organizations improve their cybersecurity postures and manage risks effectively. The company's platform allows for monitoring and remediation of vulnerabilities, collaboration with vendors, and compliance with regulatory mandates. SecurityScorecard serves a diverse range of industries, including public sector, technology, healthcare, financial services, and more. Its comprehensive suite of tools and services, such as Security Ratings and MAX, empower organizations to proactively manage cyber risks and enhance their overall security structures.

📋 Description

• 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 • 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 • 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 • 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

🎯 Requirements

• 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 • Salesforce CPQ experience required; RCA (Revenue Cloud Advanced) experience is a meaningful differentiator • Proven track record holding the line on commercial policy while maintaining trusted relationships with Sales, Finance, and Legal • 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

🏖️ Benefits

• Competitive salary • Stock options • Health benefits • Unlimited PTO • Parental leave • Tuition reimbursements • And much more!