Director, Deal Desk

Conga; Boston (MA); On-site; USD 157,620 - 252,190; Full time

Job summary

Conga is seeking a Director, Deal Desk to lead the global Deal Desk function in Boston. The role involves driving the commercial strategy and operational excellence, partnering with key leadership across Sales, Finance, and Legal.

A successful candidate will possess over 10 years of experience in Deal Desk or Revenue Operations, along with deep knowledge in enterprise SaaS pricing models and strong leadership skills. This pivotal position ensures alignment across various departments, enabling Conga to scale efficiently while maintaining pricing integrity.

Qualifications

• 10+ years in Deal Desk or Revenue Operations experience required.
• 5+ years of leadership experience in a corporate setting.
• Deep expertise in enterprise SaaS pricing models.

Responsibilities

• Build and run Conga's global Deal Desk function.
• Drive the commercial strategy and operational excellence.
• Ensure cross-functional alignment for deal operations.

Skills

Deal Desk experience

Enterprise SaaS pricing models

Commercial negotiation strategy

Revenue recognition knowledge

Education

Bachelor’s degree in Finance, Business, or Accounting

Tools

Salesforce CRM

Conga CPQ

NetSuite

Job description

At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate and support growth through individual and team development, all within an environment where every voice is heard.

Conga lines up commercial operations so companies run as connected, smarter businesses. By unifying the people and processes that drive commerce, Conga aligns pricing, quoting, contracting, rebates, and communications so teams stay in sync and buyers keep moving forward. The result is trusted decisions, consistent buyer experiences, and profitable growth. More than 10,000 customers worldwide, including over 50% of the Fortune 100® trust Conga when commercial complexity is high and global impact is on the line.

Job Title: Director, Deal Desk

Reports to: VP, Revenue Operations / CRO

Locations: US – Boston, MA, Houston, TX

A quick snapshot

As Director, Deal Desk at Conga, you will be responsible for building, scaling, and running Conga’s global Deal Desk function. Reporting to the Senior Director of Commercial Finance, you will lead a team of Deal Desk professionals—driving the commercial strategy, operational excellence, and cross-functional integration needed to support Conga’s growth as a market-leading SaaS company.

As a junior executive, you will set the vision and operating model for Deal Desk at Conga, partnering directly with the Chief Revenue Officer, SVP of Sales, VP of Legal, and CFO leadership to align deal operations with go-to-market strategy. You will be accountable for pricing governance, deal velocity, revenue quality, and the professional development of your entire organization.

Why it’s a big deal

At Conga, Deal Desk is a critical driver of commercial execution, revenue quality, and operational scalability. This role sits at the intersection of Sales, Finance, Legal, Revenue Accounting, and Operations, ensuring that strategic opportunities move efficiently through the sales cycle while maintaining pricing integrity and compliance.

This leader will play a central role in shaping how Conga structures deals, governs pricing, manages revenue recognition risk, and enables Sales to compete effectively in the market. The impact of this role extends from day-to-day deal execution to executive-level planning, strategic decision-making, and board-related discussions.

As Conga continues to grow through new product offerings, market expansion, and potential M&A activity, the Director, Deal Desk will be responsible for building a world-class commercial function that scales with the business.

Are you the person we’re looking for?

Related experience

You bring 10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, Commercial Finance, or a closely related field. You have a demonstrated track record of building or scaling a Deal Desk or Revenue Operations function at a high-growth SaaS company.

You have deep expertise in enterprise SaaS pricing models, deal structuring, commercial negotiation strategy, and quote-to-cash operations.

Leadership & influence

You have 5+ years of people leadership experience, including managing managers and leading teams across multiple levels and geographies.

You are a strategic partner to executive leadership and have experience influencing decisions through commercial expertise, operational excellence, and data-driven insights. You have experience partnering with C-suite stakeholders and presenting in executive-level forums.

Commercial strategy & pricing governance

You understand how to develop and manage pricing governance frameworks, including discount authority matrices, deal approval hierarchies, and pricing exception policies.

You have experience partnering with Product, Marketing, Finance, and Sales leadership to evolve pricing and packaging strategies that align with market demand and revenue goals.

You possess a strong command of ASC 606 revenue recognition principles and understand their application to complex SaaS and multi-element commercial arrangements.

Deal execution & operational excellence

You have experience serving as an escalation point for strategic, complex, and high-risk transactions. You bring sound judgment around deal structure, commercial terms, revenue implications, and risk mitigation.

You understand how to balance deal velocity with governance and operational controls, ensuring that Sales teams can compete and close business effectively.

Cross-functional partnership

You collaborate effectively with Sales, Finance, Revenue Accounting, Legal, Product, and Operations teams to ensure alignment across the commercial process.

You are skilled at driving cross-functional initiatives spanning quote-to-cash, contract operations, order management, and revenue lifecycle processes.

Education

Bachelor’s degree in Finance, Business, Accounting, or a related field is preferred.

Here’s what will give you an edge

Deal Desk leadership

• Experience building, scaling, or transforming a global Deal Desk organization
• Experience operating in a high-growth SaaS environment
• Experience leading teams through company growth, M&A integration, or product portfolio expansion
• Experience supporting executive leadership and board-related discussions

Pricing & revenue expertise

• Deep expertise in enterprise SaaS pricing models and commercial negotiations
• Strong knowledge of ASC 606 revenue recognition requirements
• Experience partnering with Revenue Accounting and external auditors
• Experience managing commercial terms libraries and contract standardization initiatives

Systems & tools experience

• Hands‑on expertise with Salesforce CRM
• Experience with CPQ platforms such as Conga CPQ, Salesforce CPQ, or Revenue Cloud
• Experience with ERP systems, preferably NetSuite
• Familiarity with CLM and revenue lifecycle management platforms

Analytics & process excellence

• Experience developing executive‑level reporting and analytics around deal mix, discount trends, win/loss analysis, and revenue quality
• Ability to translate complex commercial data into actionable insights for CFO and CRO leadership
• Track record of driving process improvements across quote-to-cash, contract operations, and order management

Executive communication

• Executive‑level presence and communication skills
• Experience engaging with C‑suite stakeholders and Board‑level audiences
• Ability to influence decisions through clear, concise, and data‑driven recommendations

Quality oriented

You operate with a high level of accuracy and accountability, ensuring pricing integrity, revenue quality, and compliance across a complex and growing deal portfolio.

Resourceful & collaborative

You bring a solutions‑oriented mindset and thrive in a fast‑paced environment. You leverage relationships, data, and systems to drive outcomes while continuously improving how Deal Desk supports the business and revenue organization.

U.S. base salary range: $157,620 – $252,190 USD

Additional Information

Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. We understand interviewing can be stressful for those with disabilities. If reasonable accommodation is needed to allow you to show us your best self, please let your recruiter know as soon as possible. All your information will be kept confidential according to EEO guidelines. Conga is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary.

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