Lead, Deal Desk Analyst

Alkami; United States; Remote; USD 98,000 - 123,000; Full time

Benefits offered by this job

remote-first environment

unlimited paid time off

401(k) with employer match

Job summary

Alkami Technology, a remote-first U.S. fintech scale-up, seeks a Lead Deal Desk Analyst to own complex deal structuring, pricing strategy, and the quote-to-cash process. You’ll collaborate with Sales, Finance, Legal, and RevOps to improve deal velocity and governance.

You’ll guide junior team members, manage pricing for strategic accounts, and ensure compliance with ASC 606 while optimizing margins and revenue recognition across multi-year deals.

Qualifications

• 6+ years of experience in deal desk, sales operations, finance, or comparable roles in a rapidly growing SaaS company.
• Bachelor’s degree in Finance, Business, Economics, or related field preferred or equivalent work experience.
• Advanced knowledge of deal structuring, pricing strategies, ELA’s and contract processes.
• Expertise in Salesforce CPQ and related tools.
• Solid grasp of revenue recognition principles and ability to flag ASC 606 risk in deal structures.
• Natural communicator who can credibly engage with and push back on senior Sales stakeholders.

Responsibilities

• Lead the review, structuring, and approval coordination of the most complex, high-value, and non-standard deals in the pipeline.
• Serve as an informal team lead — providing guidance, deal reviews, and day-to-day mentorship to IC1 and IC2 team members.
• Act as the primary point of contact for enterprise and strategic accounts requiring bespoke pricing, contract structures, or commercial terms.
• Develop and refine internal deal desk processes, playbooks, and templates in partnership with the Director.
• Collaborate with Legal to navigate complex contract negotiations, redlines, and non-standard terms; elevate appropriately.
• Evaluate deal economics including margin impact, payment terms, multi-year discounting, and revenue recognition implications.
• Maintain and improve the deal approval matrix, ensuring governance keeps pace with business growth and product expansion.
• Partner with Finance on forecasting, period-end deal management, and ensuring deal closure timelines align with revenue targets.
• Represent the Deal Desk in cross-functional initiatives including new product launches, pricing changes, and go-to-market updates.
• Identify and flag systemic deal quality issues or policy gaps and propose solutions.

Skills

Deal structuring

Pricing strategies

Cross-functional influence

Communication

Independent judgment

Negotiation

Education

Bachelor’s degree in Finance, Business, Economics, or related field

Tools

Salesforce CPQ

Job description

About Alkami

Alkami is the digital sales and service platform provider for U.S. banks and credit unions. Our unified Platform integrates onboarding, digital banking, and data and marketing—each solution can stand alone, but together they deliver more—to help institutions onboard, engage, and grow relationships. As the future shifts toward Anticipatory Banking, we help data-informed bankers meet the moment with technology that drives action. Founded in 2009, we continue to be recognized for our intentional culture and tremendous growth (Best Place to Work in Fintech; Best & Brightest to Work For Nationally; and Comparably’s Best Company Culture, Best Career Growth, Best Engineering Team, and Best Places to Work in Dallas, among others). We’re building a culture where each Alkamist can perform to their highest potential, and we’re always on the lookout for the best and brightest minds. If you’re ready to experience the power of alchemy - transforming the ordinary into the extraordinary - come join one of the fastest growing SaaS companies in the U.S. As a remote-first company, most of our positions can be remote in the US, except for key roles, which will be indicated in the Job Title. Follow us on Glassdoor and LinkedIn!

Lead Deal Desk Analyst

The Lead Deal Desk Analyst operates as an advanced deal desk professional with broad ownership of complex deal structuring, pricing strategy, and quote-to-cash process optimization. This role applies deep expertise in deal analysis, contract workflows, and system capabilities to drive efficiency, scalability, and accuracy across the deal lifecycle. The Lead Deal Desk Analyst partners closely with Sales, Finance, Legal, and RevOps to influence deal outcomes, remove process bottlenecks, and enhance deal velocity. This position requires strong independent judgment, cross-functional influence, and accountability for improving both individual deal quality and overall process effectiveness.

Key Responsibilities & Duties

• Lead the review, structuring, and approval coordination of the most complex, high-value, and non-standard deals in the pipeline.
• Serve as an informal team lead — providing guidance, deal reviews, and day-to-day mentorship to IC1 and IC2 team members.
• Act as the primary point of contact for enterprise and strategic accounts requiring bespoke pricing, contract structures, or commercial terms.
• Develop and refine internal deal desk processes, playbooks, and templates in partnership with the Director.
• Collaborate with Legal to navigate complex contract negotiations, redlines, and non-standard terms; elevate appropriately.
• Evaluate deal economics including margin impact, payment terms, multi-year discounting, and revenue recognition implications.
• Maintain and improve the deal approval matrix, ensuring governance keeps pace with business growth and product expansion.
• Partner with Finance on forecasting, period-end deal management, and ensuring deal closure timelines align with revenue targets.
• Represent the Deal Desk in cross-functional initiatives including new product launches, pricing changes, and go-to-market updates.
• Identify and flag systemic deal quality issues or policy gaps and propose solutions.

Qualifications

• 6+ years of experience in deal desk, sales operations, finance, or comparable roles in a rapidly growing SaaS company. FinTech experience helpful.
• Bachelor’s degree in Finance, Business, Economics, or related field preferred or equivalent work experience.
• Advanced knowledge of deal structuring, pricing strategies, ELA’s and contract processes.
• Expertise in Salesforce CPQ and related tools.
• Solid grasp of revenue recognition principles and ability to flag ASC 606 risk in deal structures.
• Natural communicator who can credibly engage with and push back on senior Sales stakeholders.
• Strong understanding of quote-to-cash lifecycle and dependencies.
• Effective stakeholder management and cross-functional influence skills.
• Ability to operate independently in complex and ambiguous environments.
• Strong problem-solving skills with sound business judgment.

Desired Skills

• Experience in SaaS or FinTech, or other high growth environments.
• Demonstrated ability to mentor peers and lead by example in a team environment.
• Familiarity with revenue recognition and financial implications of deal structures.
• Experience with automation or workflow optimization tools.
• Experience leading cross-functional initiatives or system implementations.

The salary range for this position is: $98,000 - $123,000

Benefits

• remote-first environment
• unlimited paid time off
• 401(k) with employer match

Work Authorization: We cannot offer employment sponsorship at this time. Candidates must be eligible to work in the US for full-time employment.

Pay Transparency: As of January 1, 2023, new states and locales have enacted pay equity laws that require more pay transparency by employers in the following states: California, Colorado (effective January 1, 2021), Connecticut, Maryland, Nevada, New Jersey, New York, Ohio, Rhode Island and Washington.

The Important Stuff Alkami Technology is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Alkami is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment.

All employment decisions at Alkami are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.

Alkami will not tolerate discrimination or harassment based on any of these characteristics.

Alkami encourages applicants of all ages.