Director, Deal Desk & Pricing Strategy

The role

You will lead and scale the Deal Desk function, serving as the central authority for deal governance, pricing operations, and commercial execution. You will manage Deal Desk professionals and work with Sales, Finance, Legal, and other departments to drive pricing accuracy and operational efficiency.

What you will do

• Lead and develop the Deal Desk team through coaching, performance management, and capacity planning.
• Establish and run Deal Desk operating processes including deal intake, approvals, and escalations.
• Own quote-to-booking governance for new business, renewals, expansions, and cross-sell opportunities.
• Work with Sales and Customer Success on deal structuring, pricing decisions, and commercial approvals.
• Maintain data integrity and system alignment across Salesforce, CPQ platforms, and pricing tools.
• Partner with Finance on forecasting, revenue recognition, and commercial risk assessments.
• Build and maintain governance frameworks, policies, and enablement resources.
• Lead process improvement and change management initiatives to reduce deal cycle times.

Required qualifications

• 10–12+ years of expertise in Deal Desk, Pricing, Revenue Operations, Commercial Operations, FP&A, Commercial Finance, or related business functions
• 5+ years of experience leading teams, programs, or cross-functional operational functions
• Experience with complex B2B sales motions including new business, renewals, expansions, and cross-sell transactions
• Expertise in Deal Desk operations, pricing governance, quote-to-booking workflows, commercial approvals, and process design
• Experience working with Salesforce, DealHub CPQ, or comparable CPQ/CRM platforms
• Solid grasp of how pricing structures, commercial terms, ACV, and contract structures impact forecasting and revenue recognition
• Strong analytical and problem-solving skills
• Ability to influence senior stakeholders across Sales, Finance, Legal, Customer Success, Product, and Revenue Operations

Benefits

• Comprehensive medical, dental, and vision coverage
• PTO and public holidays
• Volunteer Days
• Ignite Days for learning and professional development
• Compensation reflecting market and value
• Retirement plans
• Tuition Assistance
• Remote and hybrid work options

Before you apply

• This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment.

About the company

Varicent provides SaaS solutions that empower revenue leaders to design go-to-market strategies and maximize seller performance. The company is a market leader in the Sales Performance Management (SPM) market.