Director, Deal Desk

Navan; New York (NY); On-site; USD 161,000 - 265,000; Full time

Job summary

Navan seeks a Director, NA Global Deal Desk to lead the North America regional deal desk, ensuring operational excellence and adherence to global policies. You will partner with Sales, Finance, Legal, Billing, and Product to manage complex regional deals and governance.

The role requires strong expertise in B2B SaaS deal operations, CRM/CPQ systems, and revenue recognition (ASC 606), with a track record of building and scaling regional teams in a growth environment.

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 a fast-paced, high-growth environment.
• Strong expertise in CRM and CPQ systems, including developing regional business requirements for configuration.
• Familiarity with pricing governance and revenue recognition principles (ASC 606).
• Excellent communicator and stakeholder manager across GTM and leadership.

Responsibilities

• Lead the regional Deal Desk team in North America, executing the global vision and developing team members.
• Advise on largest and most strategic North American deals and guide negotiation strategy.
• Develop and deliver training for pricing, deal structures, quoting tools, and processes.
• Collaborate with Product, Finance, Legal, and GTM to monetize new offerings and align packaging.
• Define regional CPQ/CLM/billing requirements with Business Tech and GTM Systems.
• Ensure governance of price books, discounts, and SKUs for North America.
• Monitor deal performance metrics and provide recommendations to improve regional operations.
• Ensure robust controls and compliance with financial policies and SOX.

Skills

Deal Desk operations

Pricing governance

Stakeholder management

B2B SaaS deal operations

Strategic thinking

Tools

CRM systems

CPQ systems

Revenue recognition ASC 606

Job description

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 (e.g., financial reporting standards, internal controls, SOX compliance, revenue recognition).

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

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets.

Pay Range: $161,250 USD - $265,000 USD

Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.

Human Oversight

Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.

• Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.

Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.