VP, Global Deal Desk – Renewal Operations

🕒 2 days ago

🇺🇸 United States – Remote

💵 $252.5k - $365k / year

⏰ Full Time

🔴 Lead

⚙️ Operations

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Workiva

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2008

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 $689.3k Venture Round on 2014-10

Consulting • Healthcare • Logistics

Workiva is a comprehensive platform designed for corporate reporting, ESG, audit, and risk management. It offers integrated reporting solutions that connect data, unify processes, and empower teams to focus on value-added work. Over 6000 international companies trust Workiva for its ability to streamline workflows and provide a single source of truth for financial and non-financial data. The platform incorporates cutting-edge technology, including AI and automation, to enhance security and compliance with current and future regulatory requirements. Workiva's solutions are tailored to various sectors, including banking, insurance, and investments, and the platform supports teams in accounting, finance, audit, risk, and sustainability.

📋 Description

• Own deal structuring, governance, negotiation, pricing compliance, renewal execution, and the end-to-end quote-to-order process across Workiva’s global commercial organization • Build the team and operating model to accelerate Sales while protecting deal quality, margin, and retention • Own deal governance and approval authority across partner and direct deals • Lead structuring and negotiation of complex commercial terms for strategic, high-value deals • Advise Sales Leadership and Product Marketing on enterprise deal architecture, custom terms, and value-based pricing • Partner with Pricing & Packaging, Legal, and Accounting on pricing policy, deal structure, order approvals, and revenue recognition readiness • Drive continuous improvement in deal cycle time and seller experience • Own renewal operations and customer retention, partnering with Customer Success and Field Operations • Build data-driven renewal forecasting and risk-detection models 6–12 months before contract expiration • Identify expansion opportunities within the renewal motion • Set the vision and multi-year roadmap for quote-to-order-to-renewal transformation • Lead quote-to-order transformation with Sales Planning & Performance, Business Technology, Legal, and Finance • Apply AI, automation, and advanced analytics to deal desk and renewal operations • Define KPIs, dashboards, and insights for deal governance, discounting, and retention decisions • Design scalable operating models for growth, new products, and new go-to-market motions • Lead change management across Sales, Finance, Legal, and Customer Success • Lead and develop the Deal Desk, Commercial Strategy, and Renewal Operations teams • Partner with senior sales leadership on commercial strategy, pricing, and deal-process improvements • Coach team members and foster continuous learning and customer commitment • Own hiring, performance management, team planning, and development

🎯 Requirements

• 12+ years of progressive Deal Desk, Commercial Operations, and/or Renewal Operations experience in a high-growth technology company, ideally at a publicly traded SaaS company • Track record of leading deal desk and renewal operations at scale and transforming them into strategic business enablers • Experience participating in a quote-to-cash or quote-to-order transformation, including CPQ/CLM implementation or optimization • Hands-on experience applying automation, analytics, or AI to commercial operations processes • Experience negotiating complex commercial terms directly with customers and partners • Experience managing analytically rigorous, cross-functional corporate initiatives • Working knowledge of subscription revenue recognition (ASC 606) • Strategic thinking and process design skills • Strong technology fluency and ability to partner with IT and business-systems teams • Excellent verbal, written, and interpersonal communication skills • Strong commercial negotiation skills • Ability to influence across Sales, Legal, Accounting, Finance, and Customer Success • Strong analytical skills • Attention to detail around contract terms and pricing structures • Ability to set priorities and manage multiple initiatives in a fast-paced environment • Bachelor’s degree required; equivalent experience considered • MBA preferred • Up to 20% travel as needed • Reliable internet access when working remotely

🏖️ Benefits

• A discretionary bonus typically paid annually • Restricted Stock Units granted at time of hire • 401(k) match • Comprehensive employee benefits package • Work from an office or remotely from any location within your country of employment • Reasonable accommodations for applicants with disabilities

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