Deal Desk Lead: Pricing, RFPs & GTM Governance

Skan, Inc.; United States; Hybrid; USD 110,000 - 160,000; Full time

Benefits offered by this job

Health Care Plan coverage

Equity opportunities

Unlimited PTO

Work From Home

Stock Option Plan

Life Insurance

Job summary

Skan AI is seeking a Deal Desk Lead to own pricing, deal structuring, and RFP/RFI response for our GTM organization. You will set guardrails, manage approvals, and partner with Legal and Finance to ensure pricing integrity and timely responses.

You’ll build and maintain deal tooling, drive efficiency, and analyze trends to inform policy changes. The role blends strategic pricing with hands-on execution across a global sales team.

Qualifications

• 5–7 years in deal desk, sales operations, or related function at a B2B SaaS company.
• Hands-on experience with CPQ and pricing tooling.
• Experience owning the RFP/RFI response process and content libraries.

Responsibilities

• Own end-to-end deal desk process from opportunity structuring to contract handoff.
• Review and approve terms against guardrails and escalate exceptions.
• Design and maintain deal approval workflows and pricing policy.
• Own RFP/RFI response process end-to-end and build a reusable content library.
• Configure CPQ/RFP tooling and produce reports on deal metrics and win rates.

Skills

Deal desk leadership

CPQ tooling

Pricing governance

RFP/RFI management

Pricing strategy

Contract terms knowledge

Tools

CPQ platforms

RFP response tooling

Job description

Be at the Forefront of the Agentic AI Revolution

At Skan AI, we are pioneering the context engine for human and agentic execution, bringing context from enterprise operators, systems, and processes to power how the world's largest organizations execute their most complex, mission-critical work.

We're in hyper-growth mode at exactly the right moment in history. As enterprises race to adopt agentic AI, we're uniquely positioned to deliver the clear signal they desperately need: a platform that trains and grounds AI Agents in trillions of real execution signals, enabling reliable, compliant automation of their most complex processes.

Backed by Dell Technologies Capital and other leading investors, we're the only company that can bridge the gap between AI's promise and enterprise reality, making us perfectly positioned to define the agentic era for modern enterprises.

Our diverse, collaborative team of 250+ innovators is solving category-defining challenges at the intersection of AI, process intelligence, and enterprise work. Diverse perspectives fuel breakthrough thinking, cross-functional collaboration is the norm, and our work directly transforms how Fortune 500 companies operate. We are shaping the future of work itself.

About the Role

We are looking for a Deal Desk Lead to own deal process, pricing, and the RFP/RFI response process for Skan's go-to-market organization. This role is the single point of accountability for how deals move from opportunity to signature: structuring and reviewing deal terms, governing pricing and discounting against established guardrails, and owning RFP/RFI responses from intake through submission.

You will build the infrastructure — process, guardrails, templates, and tooling — that lets sales move quickly on deals without sacrificing pricing integrity or proposal quality, and you will be the point of judgment when a deal needs an exception or a response needs a fast turnaround.

The ideal candidate has 5-7 years of experience in deal desk, sales operations, or a related commercial function at a B2B SaaS company, is hands-on with CPQ and pricing tooling, and has direct experience owning an RFP/RFI response process.

Key Responsibilities

Deal Process & Structuring

• Own the end-to-end deal desk process, from opportunity structuring through contract handoff, serving as the primary point of contact for reps on non-standard deals.
• Review and approve deal terms — pricing, discounting, contract length, and payment terms — against established guardrails.
• Design and maintain the deal approval workflow, including escalation paths for exceptions that fall outside standard guardrails.
• Partner directly with Legal and Finance on deal-specific terms that require review outside the standard approval chain.
• Own pricing structure and discounting policy for the GTM organization, ensuring consistency across segments and deal types.
• Maintain and evolve pricing guardrails, approval thresholds, and discount tiers as the business and product portfolio evolve.
• Track deal-level pricing and discounting trends and flag patterns that signal a need for policy change.
• Maintain the pricing configuration in the quoting/CPQ system and ensure it reflects current approved rate cards.

RFP & RFI Response Ownership

• Own the RFP/RFI response process end-to-end: intake, timeline management, response assembly, and final submission.
• Build and maintain a response content library (security, technical, and commercial answers) so responses can be assembled quickly and consistently.
• Coordinate subject-matter input from Security, Product, Legal, and Sales on response sections outside deal desk's direct expertise.
• Continuously refine response quality based on win/loss outcomes and evaluator feedback.

Systems, Tooling & Reporting

• Own configuration and administration of the deal desk's core tooling (CPQ and RFP response platforms).
• Build and maintain reporting on deal cycle time, approval turnaround, discount trends, and RFP win rates.
• Identify and implement process improvements that reduce deal friction and approval turnaround time.

Key Metrics for Success

• Deal Cycle Time: Average time from deal desk submission to final decision.
• Pricing Guardrail Adherence: Percentage of deals closing within standard pricing guardrails versus requiring an exception.
• RFP/RFI Win Rate: Win rate on RFP/RFI submissions and percentage of responses delivered on time.
• Content Library Coverage: Breadth and freshness of the RFP response content library relative to current product and security posture.

Ideal Candidate Profile

• 5-7 years of experience in deal desk, sales operations, or a closely related commercial function at a B2B SaaS company.
• Direct, hands-on experience owning pricing governance and deal approval workflows in a growing sales organization.
• Experience owning or heavily contributing to the RFP/RFI response process, including proposal assembly and content libraries.
• Working knowledge of CPQ and quoting tools; comfort configuring and administering deal-related systems.
• Strong judgment on when to hold a line on pricing and when to route an exception — comfortable being the point of friction on a deal when it's warranted.
• Excellent written communication; RFP responses reflect directly on the company and need to read that way.
• Process intelligence, agentic AI, RPA, or automation domain experience a plus.
• Be part of a category-creating company building the full agentic lifecycle.
• Directly shape how Skan structures, prices, and wins deals across the go-to-market organization.
• Join a passionate, global team united by curiosity, integrity, and impact.
• In-office and remote work mix with global exposure.
• Competitive compensation and equity opportunities.
• 100% coverage of Health Care Plan (Medical, Dental & Vision)
• Life Insurance (Basic, Voluntary & AD&D)
• Unlimited Paid Time Off (Vacation, Sick & Public Holidays)
• Short Term & Long-Term Disability
• Work From Home
• Stock Option Plan

Location Requirement: Candidates must currently reside in the United States and be eligible to work in the U.S. to be considered for this role.

Skan AI is an equal opportunity employer committed to building a diverse, inclusive, and respectful workplace around the world. We do not discriminate based on race, color, religion or belief, sex (including pregnancy, sexual orientation, gender identity, or gender expression), national origin, ancestry, age, disability, medical condition, genetic information, marital or family status, military or veteran status, or any other characteristic protected by applicable laws in the locations where we operate.

We welcome people from all backgrounds and provide reasonable accommodations throughout the hiring process.