Head of Deals Desk & Pricing Strategy - DoiT

Location

At DoiT, calling us 'remote friendly' would be an understatement. That said, our Head of Deals Desk & Pricing Strategy will ideally be located on the East Coast of the United States, operating in the Eastern time zone to allow for maximum collaboration with geographically diverse Sales and Finance teams located across the Americas, EMEA, Israel, and APJ.

Who We Are

DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure you're operating in a well-architected and scalable state - from planning to production.

Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help you solve complex multicloud problems and drive efficiency. With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.

The Opportunity

We're excited to continue building out a team of Operations rock stars to help drive the next wave of growth here at DoiT. The Head of Deals Desk & Pricing Strategy will develop and lead a team of thought partners, enabling Sales teams and accelerating revenue growth through:

1. Better deals: Developing and implementing clear pricing strategies and partner incentive programs that maximize bookings and net revenue, coaching sellers through relevant DoiT policies, and finding creative paths to win commercially.
2. More deals: Driving clear processes, policies, and approval guidelines that help remove obstacles for sellers, improving contract velocity, streamlining administrative overhead, and giving the Sales team time back to sell.

Reporting directly to the VP, GTM Strategy, this role requires a unique balance of strategic vision and hands-on leadership to drive scalability and efficiency as our company grows.

Responsibilities

• Put your fingerprints on the organization by leading the development of our global Deals Desk team; driving the strategy behind, and owning every aspect of, the end-to-end deal desk process.
• Form a close partnership with Legal, acting as strategic advisors to the Sales and Finance teams - serving as a subject matter expert on complex/creative deal structuring, leveraging partner pricing strategies, contract negotiations, deal reviews, and quote/contract management.
• Be the first line of defense in the deal review process - coaching reps on deal commercial structuring and best practices to increase awareness and accelerate deal velocity.
• Lead the development and documentation of DoiT's best practices, booking policies, approval thresholds, and models that enable repeatable processes and scale.
• Centralize the execution and administration of various partner incentive programs to drive better deals for DoiT and our customers.
• Establish, track, and report on relevant KPIs and SLAs around the proper functioning of a high-level Deals Desk team.
• Build and maintain a Deals Desk content library that gives Sales teams self-serve access to best practices on deal mechanics, order processing, structure, and execution.
• Leverage technology to streamline workflows, increase productivity, and support growth of our Deals Desk, Sales, Finance, and Legal teams.
• Partner with the Revenue Accounting team to review and alleviate revenue/booking recognition concerns for non-standard deal structures.
• Hire, coach, and develop a global team of high-performing deal experts.

Qualifications

• 8+ years combined experience leading and scaling high-performing Deals Desk, Finance, or Sales Ops teams at a high growth, global tech company.
• Proven track record of building Deals Desk or Strategic Pricing functions, enabling Sales teams to drive measurable increases in deal velocity and revenue growth.
• History of creative solutions to complex deal structures, including enterprise-level software agreements with a focus on resell and channel relationships.
• Ability to think strategically and still roll up your sleeves, understanding the broader business and financial implications of different deal mechanics.
• Demonstrated understanding of, and experience implementing, the tools and processes that enable Deals Desk, Sales, and Finance teams to streamline and accelerate the order to close process (QTC, CPQ, CLM, SFDC, etc).
• Highly emotionally intelligent (EQ) with an ability to confidently and clearly articulate your perspective.
• Unwavering commitment to embrace change in the name of growth.

Benefits

• Unlimited PTO
• Flexible Working Options
• Health Insurance
• Parental Leave
• Employee Stock Option Plan (ESOP)
• Home Office Allowance
• Professional Development Stipend
• Peer Recognition Program