Analyst, Deal Optimization Team (Position located in Bengaluru, India)

Egress; Bengaluru; On-site; INR 900,000 - 1,500,000; Full time

Benefits offered by this job

Bonuses

Referral bonuses

Adoption assistance

Tuition reimbursement

Certification reimbursement

Certification completion bonuses

Job summary

KnowBe4 is seeking a detail-oriented Deal Desk Analyst in Bengaluru to join our global Revenue Operations team. You will analyze and structure deals, advise on pricing and terms, and collaborate with Legal, Finance, Order Processing, Sales, and Customer Success to maximize revenue and ensure customer satisfaction.

The role requires strong analytical skills, SaaS domain experience, and the ability to navigate complex contracts while delivering exceptional service.

Qualifications

• Bachelor's degree in Business Administration, Finance, or a related field.
• Minimum 2 years of Deal Desk experience in a SaaS company.
• Proficiency with Salesforce, CPQ and Excel.
• Desire to listen, understand and empathize with Sales needs while balancing guardrails from Legal and Finance.
• Excellent analytical abilities and attention to detail.

Responsibilities

• The Deal Optimization Team will serve as a primary point of contact for Global KnowBe4 Sales and Customer Success, guiding pricing and discounting, contract term options and managing deal exceptions.
• Design, build and support end-to-end deal desk processes and policies across Legal, Finance, Order Processing, Sales, and Customer Success.
• Provide guidance to Sales and Customer Success when building business cases for exception requests.
• Identify and report needs for policy and process changes and communicate updates to internal teams.
• Collaborate with IT to define system needs, data hygiene and reporting.
• Measure KPIs to track Deal Desk effectiveness and propose relevant improvements.
• Assist in utilizing pricing tools and ensure discounts follow company policies.
• Prepare deal presentations for stakeholder approval and ensure data accuracy in Salesforce.
• Contribute to reporting on deal conversion, sales cycles and related KPIs.
• Optimize deal desk processes to improve velocity and productivity.

Skills

Deal Desk

Pricing

Contract negotiation

Sales support

Education

Bachelor's degree in Business Administration, Finance, or related field

Tools

Salesforce

CPQ

Excel

Job description

Analyst, Deal Optimization Team (Position located in Bengaluru, India)

KnowBe4 empowers the modern workforce to make smarter security decisions every day. Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans. The KnowBe4 Platform provides attack simulation and training, collaboration security, and agent security powered by AIDA (Artificial Intelligence Defense Agents) and a proprietary Risk Score. The platform leverages 15-years of behavioral data to combat advanced threats including social engineering, prompt injection, and shadow AI. By securing humans and agents, KnowBe4 leads the industry in workforce trust and defense.

We are searching for a detail-oriented Deal Desk Analyst with exceptional customer service skills to join our dynamic global Revenue Operations team. This individual will help build up our Deal Desk team and provide expert deal analysis and evaluation to ensure optimal deal structure, pricing, and terms to maximize revenue. This role requires cross-functional collaboration with Legal, Finance, Order Processing, Global Sales and Customer Success teams, an exceptional understanding of sales processes, legal contract constructs, and a passion for achieving operational excellence, revenue optimization and delivering exceptional customer service.

Responsibilities:

• The Deal Optimization Team (aka Deal Desk) team is a new organization at KnowBe4 and this role will begin with an initial charter focused on serving as a primary point of contact and advocate for Global KnowBe4 Sales and Customer Success teams, providing guidance on pricing and discounting, contract term options, and managing a deal exception process. In subsequent phases the role may take on functions related to helping educate and support the Sales and Customer Success teams regarding pricing and discounting strategies, levers and options to address customer needs, supporting deal structuring options, coaching sellers/CSMs on value-selling, proposing other levers as alternatives to discounting, support in packing of deals, advanced quoting, supporting sellers and CSMs with contract negotiations with customer procurement, and legal contract initial review and options.


• Help design, build and support the end-to-end deal desk processes and policies, including liaising with stakeholders in Legal, Finance, Order Processing, Sales, and Customer Success to expedite deal approvals and deal bookings.


• Provide guidance and support to the Sales and Customer Success teams as they build business cases for exception requests.


• Identify and report on the need for policy and process changes, recommend, design, implement and communicate updates/changes to internal teams, ensuring field understanding and adherence to best practices.


• Collaborate with IT to define, design, document needs for enhancing systems and reporting and maintain data hygiene across sales-related databases and tools.


• Measure and report on key performance indicators to track the progress, effectiveness and efficiency of Deal Desk operations and provide transparency to our internal customers. Provide recommendations in assist in building out the appropriate KPIs and reporting.


• Help utilize pricing tools and ensure that all discounts and special pricing arrangements adhere to company policies.


• Facilitate deal approvals by compiling necessary information for presentation to stakeholders for decision-making.


• Ensure that data related to deals is accurately entered and managed within Salesforce.


• Collaborate on the creation, enhancement and improvement of reporting that tracks deal conversion rates, average sales cycles, and other KPIs related to the sales process.


• Optimize the deal desk processes to improve deal velocity and sales productivity.

Education and Technical Experience:

• Bachelor's degree in Business Administration, Finance, or a related field required


• 2 years minimum Deal Desk experience in a SaaS company


• Proficiency with Salesforce, CPQ and Excel


• Desire to truly hear, understand and empathize with Sales needs to provide exceptional customer service with every interaction, while balancing the requirement to adhere to guardrails needed by Legal and Finance.


• Exceptional analytical abilities and relentless attention to detail


• Energetic self-starter with a 'Sales/Customer Success Friendly' mentality who thrives in building trust and rapport in a cross-functional team setting, with highly effective interpersonal and communication skills, both written and verbal


• Combination of positive / can-do attitude, strong intellect, creative problem solving, and growth mindset.


• Ability to handle stress with a positive, calm and data-driven approach, focused on company objectives.


• Operate with honesty, integrity, transparency, enthusiasm, and respect for others.


• Experience successfully working in a fast-paced Global company with continuous change and competing priorities.


• Flexibility to work under tight deadlines and extended hours when necessary, especially at end of month

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in KnowBe4’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.