Director, Deal Desk

Traveltechessentialist; Maryland; On-site; USD 120,000 - 180,000; Full time

Job summary

Traveltechessentialist is seeking a Director for the NA Global Deal Desk, responsible for leading the regional team and optimizing deal processes. The ideal candidate will have over 10 years' experience in B2B SaaS deal operations, strong expertise in CRM and CPQ systems, and a strategic mindset to drive revenue growth.

You will work closely with various departments, ensuring compliance with financial policies, and develop training programs for the sales team. This is a key role in supporting strategic regional deals across North America.

Qualifications

• 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies.
• Experience leading and developing regional teams in high-growth environments.
• Understanding of revenue recognition principles and accounting implications.

Responsibilities

• Lead the North America Deal Desk team and establish a customer-centric culture.
• Advise on strategic regional deals and work with sales leadership.
• Develop training programs for sales and related teams.
• Collaborate with teams for new product introduction.
• Define requirements for quote-to-cash tech stack.
• Monitor regional deal performance metrics.

Skills

Strategic thinking

Problem solving

Exceptional communication

Stakeholder management

CRM and CPQ systems expertise

Revenue recognition principles understanding

Tools

CRM systems

CPQ systems

Job description

Director, NA Global Deal Desk

The Director, NA Global Deal Desk at Navan is responsible for the operational execution and excellence of the regional Deal Desk function in North America, ensuring adherence to global policies, processes, and systems critical for scalable revenue growth. Reporting to the Head of Global Deal Desk, this role acts as a senior advisor on complex regional deal structures, pricing strategies, and negotiations, partnering closely with Sales, Finance, Legal, Billing, and Product teams. The ideal candidate has strong expertise in B2B SaaS deal operations and CRM/CPQ systems, familiarity with pricing governance and revenue recognition principles, along with proven experience leading and developing a regional team in a dynamic, growth-stage environment.

What you will do:

Develop and scale the North America Deal Desk team: Lead the regional team of Deal Desk experts, executing the global vision and direction, recruiting and developing team members, and establishing a customer‑centric team culture focused on accountability, efficiency, and continuous improvement.

Advise on strategic regional deals: Act as the primary advisor for largest and most strategic North American deals. Work closely with regional sales leadership in these select deals to evaluate risks and rewards, guide negotiation strategy, and ensure deals align with company objectives. Support strategic deals across regions as needed.

Develop and deliver enablement & training: Aid in the development and deliver regular training and enablement programs for the North America sales and related teams on pricing, deal structures, quoting tools, and deal processes in conjunction with our GTM enablement team.

Enable new product introduction and monetization: Collaborate with Product, Finance, Legal, and other GTM teams to launch new products and services, focusing on the regional implementation and execution of global packaging, pricing, deal structures, and process / systems needs for new offerings.

Drive quote‑to‑cash tech stack business requirements: Work with our Business Technology and GTM Systems teams to ensure we have the right systems to support our quote‑to‑cash process from our CRM, CPQ, CLM, and billing. This role is a key stakeholder responsible for defining the regional business requirements of our CPQ implementation and a contributing stakeholder working with Finance, Legal, Billing to define the requirements of the remaining order‑to‑cash tech stack.

Price book and SKU Management: Ensure regional governance and adherence to global price books, discounting and approvals guidelines, and SKU structures within North America.

Monitor regional deal performance metrics: Working in conjunction with GTM systems and analytics teams, monitor and report on metrics and dashboards used to track regional deal cycles around closing processes, discounting, exceptions, approvals, and pricing effectiveness. Use insights from these metrics and associated analytics to improve NA Deal Desk operations and develop recommendations for how to improve the regional closing process (including approvals, discounting, deal handoffs, etc).

Financial Controls & Scalability: Ensure regional adherence and execution of robust controls, processes, and systems with respect to Deal Desk operations and deal closing that satisfy regulatory, compliance, and audit requirements for public‑company standards.

What we’re looking for:

• Strategic thinker and problem solver who executes global pricing, discounting, packaging strategies and optimizes regional operational processes to support these within CPQ
• Proven ability to execute and optimize global pricing and deal management strategies within a region
• Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership
• 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud‑based companies. Experience at late‑stage transitioning to public companies is a plus.
• Experience leading and developing regional teams, with a track record of scaling Deal Desk teams in a fast‑paced, high‑growth environment.
• Strong expertise in CRM and CPQ systems, including developing regional business requirements for configuration.
• Understanding of revenue recognition principles (ASC 606) and other accounting implications of deals, including being able to evaluate how contract terms impact revenue recognition and ensure compliance with financial policies and audit standards.

Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law. If you need any assistance or accommodations due to a disability, you are welcome to email us at talent‑[e-mail].