Lead Deal Desk Analyst

ThoughtSpot; Chicago (IL); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

In-office 3+ days per week

Job summary

ThoughtSpot is seeking a Lead Deal Desk Analyst to sit at the center of complex deals—structuring pricing, securing approvals, and ensuring airtight contracts so Sales can close with confidence. You’ll build scalable processes and playbooks to speed future deals while protecting the business.

You will own deal desk workflow, guardrails, and non-standard terms, working with Legal, Finance, and Sales in a hybrid Office in Chicago or Mountain View.

Qualifications

• Experience shaping pricing, discounts, and contract terms for B2B SaaS deals.
• Proficient with CPQ and CRM tools and approval workflows.
• Ability to review terms and flag risk without slowing deals.

Responsibilities

• Structure deals with non-standard pricing and terms.
• Manage end-to-end deal desk workflow from quote to signature.
• Maintain pricing policy, guardrails, and deal exceptions.
• Review contracts with Legal and Finance to de-risk terms.
• Build scalable playbooks and self-serve tools for faster future deals.
• Report on deal health, cycle time, and approval bottlenecks.

Skills

Deal desk experience

CPQ knowledge

CRM tooling

Contract review

Pricing strategy

Cross-functional collaboration

Tools

Salesforce

CPQ platforms

Job description

ThoughtSpot is a Data & AI platform that helps companies turn data into enterprise advantage. We're Gartner MQ leaders with more than 1,000 customers globally and offices in Mountain View, Chicago, London, Bangalore, Sydney, and Tokyo.

What's The Role:

ThoughtSpot is on a mission to make the world fact driven — and every dollar of revenue that flows through our business has to move as fast as the deals our reps are closing. The Lead Deal Desk Analyst is the person who makes sure speed and rigor aren't a trade-off. You'll sit at the center of every complex deal — structuring pricing, clearing approvals, and keeping contracts airtight — so Sales can close with confidence and Finance never gets surprised. Our word is our bond here: what goes into a deal is what gets delivered, and you're the one who makes that true.

What You'll Do:

• Own deal structuring. Partner directly with Account Executives on non-standard pricing, discounting, and contract terms, and shape deals that are both competitive and commercially sound.
• Run the approval process. Manage the end-to-end deal desk workflow — from quote to signature — keeping approvals moving in hours and days, not weeks.
• Guard the price book. Be the source of truth on pricing policy, discount guardrails, and deal exceptions, and know when to hold the line versus flex.
• Review and de-risk contracts. Work with Legal and Finance to flag risk in non-standard terms before they become a problem, not after.
• Build the playbook. Spot recurring deal friction and turn it into scalable process, templates, and self-serve tools that make the next hundred deals faster than the last.
• Report on deal health. Track cycle time, discount trends, and approval bottlenecks, and surface what's slowing revenue down.

What You Bring:

• You've worked deal desk, sales strategy, or revenue operations at a B2B SaaS company and know the mechanics of quote-to-cash cold.
• You're fluent in CPQ and CRM tooling (Salesforce and CPQ platforms) and can navigate approval workflows without hand-holding.
• You read a contract like a lawyer and a deal like a salesperson — you can protect the business without slowing it down.
• You default to intellectual honesty: you'll tell a VP their deal doesn't pencil, clearly and respectfully, and back it with facts.
• You treat every deal like it matters, because to the rep and the customer on the other end, it does.
• You're comfortable in ambiguity and build structure where none exists instead of waiting to be told what to do.
• You're able to work hybrid out of our Mountain View or Chicago office.
• We value what you've built and how you operate over your title or years of experience.

In-Office at ThoughtSpot

Spotters are expected in-office 3+ days per week to be part of the energy of their local team. Momentum compounds when we're in the room together with faster decisions, sharper problem-solving, and the kind of peer learning that doesn't happen over a screen. Being in-office is our default way of working, with flexibility available where it's genuinely needed.

About ThoughtSpot

The world’s most innovative companies turn to ThoughtSpot’s AI-Powered Analytics to put data in the hands of everyone, from the C-suite to the frontline. With simple, natural language search and AI, anyone can ask questions, discover insights, and act with confidence. Unlike legacy tools that sacrifice performance for complexity, ThoughtSpot is intuitively designed for every business user while being built to handle the most complex, large-scale data, wherever it resides. This unique combination of speed and simplicity is why enterprise leaders trust ThoughtSpot to transform decision-making into a truly data-driven culture.

At ThoughtSpot, we’re a curious, data-driven bunch. We believe the world works better when everyone has access to facts. That’s why we build products that make asking and answering data questions as natural as having a conversation.

Mandatory and Required Skills for All ThoughtSpot Roles

Spotters are expected to demonstrate AI literacy and workflow integration to include to ability to:

• Comfortably and confidently integrate artificial intelligence into their daily workflow to increase productivity and quality.
• Hands-on experience to leverage AI tools (industry-leading LLMs) to increase productivity, automate routine tasks, and improve work quality.
• Speak to the experience of using AI for research, content creation, and document summarization while maintaining ownership of judgment and final decisions.
• Write effective prompts to get the most accurate and creative results from AI tools.

Spotters are expected to exemplify these key traits and AI Mindset:

• Curiosity in exploring new AI tools
• Adaptability to quickly learn and implement new, emerging AI technologies
• Critical thinking to know when to identify when AI should be used versus when human judgement is necessary

This combination of curiosity, adaptability, and discernment defines the AI mindset, and it’s required for every role at ThoughtSpot.

AI Mindset for All Spotters

At ThoughtSpot, we believe AI is a necessary and essential part of how we work. Every role, across every team, is expected to be fluent and comfortable with using AI to do their best work.

All Spotters are expected to experiment with ThoughtSpot’s AI tools (like Spotter and SpotterViz) and leading industry LLMs to streamline workflows, enhance output, and uncover new insights. Whether drafting content, analyzing data, or summarizing documents, AI is a daily partner. We value curiosity, openness to learning, and thoughtful application of AI to create real value. Training and resources are provided so every Spotter can confidently create with AI.

ThoughtSpot for All

At ThoughtSpot, diverse teams build better products. Complex data problems need many perspectives, not just one. We welcome different backgrounds, identities, and experiences, and we work to create a place where everyone can be themselves and do their best work. If this role excites you and you believe you’re a strong match, we encourage you to apply.

What Makes ThoughtSpot a Great Place to Work?

ThoughtSpot is the Agentic Analytics Platform that empowers every enterprise to transform insights into action, on a mission to make the world more fact driven. We hire people with unique identities, backgrounds, and perspectives - this balance-for-the-better philosophy is key to our success. When paired with our culture of Trust, Customer Obsession, Innovation and Intensity, ThoughtSpot cultivates a respectful culture that pushes norms to create world‑class products. If you’re excited by the opportunity to work with some of the brightest minds in the business and make your mark on a truly innovative company, we invite you to read more about our mission, and apply to the role that’s right for you.