Director, Deal Desk

tricentis; Austin (TX); On-site; USD 180,000 - 280,000; Full time

Job summary

Tricentis is seeking a Director of Deal Desk to lead and scale our enterprise deal support function. You will own end-to-end deal structuring, pricing, approvals, and term governance for largest opportunities, ensuring deals are competitive and financially sound.

The role emphasizes cross-functional leadership across Sales, Finance, Legal, and Revenue Operations, driving process improvements and systems evolution at scale. Based in Austin with a hybrid work model, 3 days in office.

Qualifications

• 8+ years in Deal Desk, Sales Ops, Revenue Ops or related
• 3+ years leading or managing a deal desk
• Deep enterprise sales experience with multi-year contracts and multi-product bundling

Responsibilities

• Lead end-to-end enterprise deal structuring, pricing approvals, discount governance, and commercial terms
• Partner with enterprise sales on complex opportunities from qualification to signature
• Develop deal approval frameworks balancing speed and financial rigor
• Own escalation path for non-standard deal requests across Finance, Legal, and executives

Skills

Deal Desk experience

Sales Operations

Revenue Operations

Financial modeling

CPQ tools

CRM systems

Tools

Salesforce CPQ

Revenue Cloud

DealHub

Job description

About the Role

Tricentis is looking for a Director of Deal Desk to lead and scale our enterprise deal support function. This is a high-impact, cross-functional leadership role at the intersection of Sales, Finance, Legal, and Revenue Operations. You will own the end-to-end deal structuring and pricing process for our largest and most complex enterprise opportunities, ensuring we close deals that are both commercially competitive and financially sound.

This role is about more than deal approvals. We are looking for a change agent - someone who will come in with fresh eyes, challenge how we operate, and drive the process improvements and systems evolution needed to support Tricentis at scale. You will be a trusted advisor to our sales organization, a key partner to senior leadership, and a catalyst for how we modernize and streamline the transactional operations of the business.

Location & Work Model: This position is based in Austin, TX and follows a hybrid work model, requiring employees to work onside in the office three (3) days per week.

What You'll Do

Deal Strategy & Execution

• Lead all aspects of enterprise deal structuring, including pricing approvals, discounting governance, bundling, and commercial terms
• Partner directly with enterprise and strategic account executives on complex, high-value opportunities - from early qualification through signature
• Develop and enforce deal approval frameworks that balance speed for the sales team with financial rigor for the business
• Own the escalation path for non-standard deal requests, working with Finance, Legal, and executive stakeholders to find workable solutions quickly
• Own bookings and reconciliations globally, including Salesforce bookings accuracy, quote integrity, and policy compliance across the full quote-to-cash lifecycle.

Pricing & Commercial Excellence

• Serve as the subject matter expert on Tricentis' pricing models, packaging tiers, and licensing structures
• Create and deliver executive-ready insights on deal quality and pricing effectiveness, including discount trends, cycle times, exception rates, approval bottlenecks, and the business impact of pricing decisions.
• Partner with Product and Finance to evaluate and operationalize new pricing motions as the product portfolio evolves
• Own and drive SKU governance, including SKU description standards, portfolio rationalization, and lifecycle management. Lead the mapping of legacy SKUs to current renewal and expansion SKUs, and partner with Product to develop enablement materials for GTM teams.
• Own the design and continuous improvement of customer-facing order form standards, including summary charts that accurately reflect amendments, ARR, and invoicing.

Team Leadership

• Manage, mentor, and grow a global team of Deal Desk Analysts and Managers
• Build a culture of responsiveness, accuracy, and commercial savvy within the team
• Define team KPIs, SLAs, and operational processes that scale with the business

Cross-Functional Partnership

• Build strong cross-functional relationships with Sales, Finance, Legal, Pricing and Product teams so Tricentis can close complex deals faster without compromising policy, margin, or customer experience.
• Collaborate with Sales Enablement to train account executives on deal desk processes, pricing tools, and approval workflows
• Partner with IT/RevOps to evolve the transactional operations of the business including Salesforce & CPQ configuration, quoting, contracting, invoicing structures and reporting/analytics
• Lead the design and implementation of a line-level transaction labeling framework in Salesforce, coordinating with Finance and Order Management teams to enable automated reporting of ARR changes, invoicing by transaction type, and conversion tracking.

What You'll Bring

• 8+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or a related commercial finance role in a B2B SaaS company
• 3+ years leading or managing a deal desk or similar function
• Deep experience supporting enterprise sales motions - multi-year contracts, consumption/usage-based pricing, ELAs, and multi-product bundling
• Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions.
• Strong financial acumen; ability to model deal economics, understand margin implications, and communicate tradeoffs clearly
• Proven ability to influence senior stakeholders and operate effectively in a fast-moving sales environment
• Commercial instinct. You are close to the field, not just the data and you understand how deal structure affects outcome.
• Proficiency with CPQ tools (Salesforce CPQ/Revenue Cloud, DealHub, or similar) and CRM systems (Salesforce)
• Comfort with ambiguity. You can operate across a portfolio with multiple pricing models, ongoing system change, and competing stakeholder priorities.
• Global fluency. You operate naturally across time zones, geographies, and sales cultures.
• Experience leading SKU por