Deal Desk Strategy Lead

BigCommerce; United States; Remote; USD 117,000 - 175,000; Full time

Job summary

Commerce is a remote-first company seeking an experienced Deal Desk Strategy Lead to own complex, high-value deals and serve as a mentor for Contract Operations. You will coordinate with FinOps, Finance, and Legal, generating quotes, order forms, and contracts while ensuring accurate Salesforce data.

You will drive process improvements, manage redlines, and guide the team toward faster, higher-quality approvals. Strong negotiation, analytic, and stakeholder skills are essential.

Qualifications

• 7+ years in Deal Desk, Contract Management, Sales Ops, or similar at a B2B SaaS or technology company.
• 4+ years coaching or mentoring a contract management team.
• Experience with complex enterprise deals and subscription models.
• Strong grasp of quote-to-cash, pricing and discounting frameworks, and rev rec impacts.
• Skill drafting legal language from playbooks and redlining commercial contracts.
• Excellent stakeholder management, with the ability to influence without authority.
• Sound decision-making within your approval levels, strong analytical skills, and attention to detail.
• Comfort with ambiguity and building structure.
• Salesforce experience strongly preferred; Ironclad workflow experience a plus.

Responsibilities

• Structure deals and contracts: Act as Sales' primary partner on intake and strategy.
• Partner cross-functionally: Work with FinOps, Finance, and Legal to secure deal approvals.
• Own documentation and systems: Generate quotes, order forms, and contracts; manage redlines.
• Drive deals to close: Route documents for signature and confirm rev rec steps.
• Provide ongoing support: Stay active in Slack and be on call for deal discussions.
• Mentor and coach: Develop junior team members and monitor KPIs.

Skills

Deal Desk

Contract Management

Sales Ops

Enterprise deals

Quote-to-cash

Legal language drafting

Stakeholder management

Analytical skills

Decision making

Salesforce experience

Ironclad workflow

Tools

Salesforce

Ironclad

CPQ

Job description

Welcome to the Agentic Commerce Era

At Commerce, our mission is to empower businesses to innovate, grow, and thrive with our open, AI-driven commerce ecosystem. As the parent company of BigCommerce, Feedonomics, and Makeswift, we connect the tools and systems that power growth, enabling businesses to unlock the full potential of their data, deliver seamless and personalized experiences across every channel, and adapt swiftly to an ever-changing market. We believe in harnessing AI responsibly to unlock new possibilities, and we're looking for individuals who use it intentionally to solve problems, accelerate outcomes, and expand what's possible in their role. Our purpose is to help businesses confidently solve complex commerce challenges so they can build smarter, adapt faster, and grow on their own terms. If you want to be part of a team of bold builders, sharp thinkers, and technical trailblazers who shape the future of commerce, this is the place for you.

The Deal Desk Strategy Lead owns both the strategic and operational aspects of deals while serving as a Lead for Contract Operations. This is an individual contributor role with you personally handling complex, high-value deals while providing support and an initial escalation path for less complex and more standard deals managed by Contract Operations.

Deal Strategy is a concierge-style function that supports Sales across the full deal lifecycle so reps can focus on selling. As an individual contributor, you'll personally own complex, high-value deals. You'll also be the first escalation point and mentor for Contract Operations, which handles more standard deals.

What You'll Do:

• Structure deals and contracts: Act as Sales' primary partner on intake and strategy. Balance revenue goals, pricing and discount policy, product configuration, and customer health. Be the escalation point for non-standard commercial structures.
• Partner cross-functionally: Work with FinOps (rev rec, payment, accounting), Finance (terms, discounts), and Legal (non-standard terms). Secure deal approvals and keep sales leadership aligned.
• Own documentation and systems: Generate quotes (CPQ), order forms, and contracts. Manage redlines, playbooks, fallbacks, and pre-approved clauses with Legal. Keep Salesforce deal data accurate and troubleshoot tooling issues.
• Drive deals to close: Coordinate stakeholders, route documents for signature, file executed contracts, and confirm rev rec steps are complete.
• Provide ongoing support: Stay active in Slack, be on call for deal discussions, and offer extended availability at quarter-end.
• Mentor and coach: Develop junior team members and help monitor team KPIs (turnaround time, quote accuracy, approval cycle time). Review recommendations before they go to Sales or Finance leadership.

Who You Are:

• 7+ years in Deal Desk, Contract Management, Sales Ops, or similar at a B2B SaaS or technology company
• 4+ years coaching or mentoring a contract management team
• Experience with complex enterprise deals and subscription models
• Strong grasp of quote-to-cash, pricing and discounting frameworks, and rev rec impacts
• Skill drafting legal language from playbooks and redlining commercial contracts
• Excellent stakeholder management, with the ability to influence without authority
• Sound decision-making within your approval levels, strong analytical skills, and attention to detail
• Comfort with ambiguity and building structure
• Salesforce experience strongly preferred; Ironclad workflow experience a plus

What Success Looks Like:

• Sales leadership sees you as a strategic partner, not a bottleneck
• Deal cycle times fall while approval quality and compliance improveli>
• The team gains autonomy and escalations decrease
• Policies are documented, current, and transparent

#LI-KE1

#LI-REMOTE

Pay Transparency Range: ($116,767.00 - 175,151.00)

Work Where You Thrive

Commerce is a remote-first company. For team members in Austin, Atlanta, and London, we offer optional collaborative workspaces for team gatherings, workshops, and in-person connection. Use them whenever they're helpful, balancing focused individual work with meaningful in-person collaboration.

Compensation Transparency

The national base salary range for this role is posted above in this job post.

Final compensation will be determined based on factors such as relevant experience, skills, qualifications and geographic location. We also consider internal equity to help ensure fair and consistent pay practices across our teams.

Where applicable, this role may also be eligible for variable compensation (such as bonus or commission), equity, and benefits in accordance with local policies. Details will be shared during the hiring process. We are committed to equitable and transparent pay practices that align to market data, internal equity, and individual contribution.

Inclusion and Belonging

At Commerce, we believe that celebrating the unique histories, perspectives and abilities of every employee makes a difference for our company, our customers and our community. We are an equal opportunity employer and the inclusive atmosphere we build together will make room for every person to contribute, grow and thrive.

We are committed to creating an inclusive and accessible hiring experience for all candidates. If you require accommodations or adjustments at any stage of the recruitment process, please let us know and we will work with you to meet your needs.

Learn more about the Commerce team, culture and benefits at https://www.commerce.com/careers/

Identity Verification

To protect our candidates and company from fraudulent activity, our interview process includes a government ID and biometric verification via Persona, our trusted identity verification provider. All information is collected and processed securely in accordance with applicable privacy laws.