Senior Deal Desk Analyst

Cognism Limited; London (KY); On-site; USD 93,000 - 126,000; Full time

Job summary

Cognism is seeking a Senior Deal Desk Analyst to own the day-to-day operation, governance and ongoing improvement of our Deal Desk process, within Revenue Operations in London. You will coordinate executive reviews of large transactions, ensure governance, and support Sales, Finance and Legal across approvals.

The role requires experience in Deal Desk or related ops in a B2B SaaS environment, strong CPQ and Salesforce knowledge, and a focus on automation, scalability and clear audit trails.

Qualifications

• Experience in Deal Desk, Revenue Operations, Sales Operations or a related role within a B2B SaaS environment.
• Strong understanding of the Quote-to-Cash lifecycle and commercial approval processes.
• Experience working with Salesforce and CPQ tooling.

Responsibilities

• Own the day-to-day operation of the Deal Desk process within Revenue Operations.
• Monitor the Deal Desk and CPQ approval queues, ensuring requests progress within agreed SLAs.
• Identify stalled, incorrectly routed or incomplete approval requests and coordinate resolution with the appropriate teams.
• Support Sales and Sales Managers in understanding approval requirements and navigating non-standard deal structures.
• Triage Deal Desk questions and determine the appropriate process or functional owner where additional support is required.
• Coordinate the review of key, strategic deals that fall outside the scope of our pre-determined allowances.
• Ensure key senior stakeholders have the appropriate commercial, financial and contractual context required to assess exceptions.
• Where executive decisionmakers disagree, coordinate the appropriate live Deal Desk discussion and ensure a clear decision and next step is captured.
• Engage Security, Compliance or other specialist teams where additional review is required.
• Ensure deals follow the agreed Deal Desk Charter, commercial policies and approval authority matrix.
• Maintain a complete and auditable record of approval requests, decisions and exceptions.
• Identify instances where deals have bypassed, incorrectly followed or exposed gaps in the agreed process.
• Partner with Sales, Finance and Legal to strengthen controls where recurring issues are identified.
• Ensure approval requirements remain clear, practical and scalable as the business evolves.
• Own Deal Desk operational reporting, ensuring that we are consistently identifying trends and surfacing recurring issues or commercial patterns to Revenue Operations and GTM leadership.
• Translate Deal Desk activity into actionable recommendations for pricing, packaging, contracting and commercial policy.
• Support leadership with analysis of deal quality and commercial behaviour.
• Partner with Revenue Operations to continuously improve CPQ approval rules, workflows and automation.
• Support testing and implementation of changes to CPQ and related Quote-to-Cash processes.
• Maintain Deal Desk documentation, guidance and enablement materials.
• Support rollout and adoption of changes to commercial policy and approval processes.
• Experience in Deal Desk, Revenue Operations, Sales Operations or a related role within a B2B SaaS environment
• Strong understanding of the Quote-to-Cash lifecycle and commercial approval processes
• Experience working with Salesforce and CPQ tooling

Skills

Deal Desk

Revenue Operations

Sales Operations

Analytical skills

Stakeholder management

Governance & compliance

Automation mindset

Organisation

Tools

Salesforce

CPQ tooling

Job description

WHO ARE WE

Cognism is the leading provider of European B2B data and sales intelligence. Ambitious businesses of every size use our platform to discover, connect, and engage with qualified decision-makers faster and close more deals. Headquartered in London with global offices, Cognism’s contact data and contextual signals are trusted by thousands of revenue teams to eliminate the guesswork from prospecting.

About the Role

We are looking for a Senior Deal Desk Analyst to own the day-to-day operation, governance and continuous improvement of our Deal Desk process.

Sitting within Revenue Operations, this role will act as the operational centre of our commercial approval process, ensuring non-standard deals move efficiently through the appropriate Commercial, Finance and Legal approval routes while maintaining strong governance, visibility and auditability.

The role will work closely with Sales, Finance, Legal and senior GTM leadership, coordinating executive review of our largest and most complex transactions, and being a consistent source of support for the wider GTM Organisation.

What You'll Own

Deal Desk Operations

• Own the day-to-day operation of the Deal Desk process within Revenue Operations
• Monitor the Deal Desk and CPQ approval queues, ensuring requests progress within agreed SLAs
• Identify stalled, incorrectly routed or incomplete approval requests and coordinate resolution with the appropriate teams
• Support Sales and Sales Managers in understanding approval requirements and navigating non-standard deal structures
• Triage Deal Desk questions and determine the appropriate process or functional owner where additional support is required

Complex & Strategic Deals

• Coordinate the review of key, strategic deals that fall outside the scope of our pre-determined allowances
• Ensure key senior stakeholders have the appropriate commercial, financial and contractual context required to assess exceptions
• Where executive decisionmakers disagree, coordinate the appropriate live Deal Desk discussion and ensure a clear decision and next step is captured
• Engage Security, Compliance or other specialist teams where additional review is required

Governance & Controls

• Ensure deals follow the agreed Deal Desk Charter, commercial policies and approval authority matrix
• Maintain a complete and auditable record of approval requests, decisions and exceptions
• Identify instances where deals have bypassed, incorrectly followed or exposed gaps in the agreed process
• Partner with Sales, Finance and Legal to strengthen controls where recurring issues are identified
• Ensure approval requirements remain clear, practical and scalable as the business evolves

Reporting & Insights

• Own Deal Desk operational reporting, ensuring that we are consistently identifying trends and surfacing recurring issues or commercial patterns to Revenue Operations and GTM leadership
• Translate Deal Desk activity into actionable recommendations for pricing, packaging, contracting and commercial policy
• Support leadership with analysis of deal quality and commercial behaviour

Process & Systems Improvement

• Partner with Revenue Operations to continuously improve CPQ approval rules, workflows and automation
• Support testing and implementation of changes to CPQ and related Quote-to-Cash processes
• Maintain Deal Desk documentation, guidance and enablement materials
• Support rollout and adoption of changes to commercial policy and approval processes

What We're Looking For

• Experience in Deal Desk, Revenue Operations, Sales Operations, Commercial Operations or a related role within a B2B SaaS environment
• Strong understanding of the Quote-to-Cash lifecycle and commercial approval processes
• Experience working with Salesforce and CPQ tooling
• Comfortable working with pricing, discounting, ARR, contract terms and commercial structures
• Strong analytical skills and ability to identify patterns across deal and approval data
• Excellent operational judgement and ability to distinguish between a process issue, commercial decision, financial issue and legal issue
• Strong stakeholder management skills, including confidence working with senior Sales, Finance, Legal and executive stakeholders
• Highly organised and able to coordinate complex, time-sensitive deals without becoming a bottleneck
• Strong attention to detail and understanding of the importance of governance and auditability
• Process-improvement mindset, with a preference for automation and scalable systems over manual intervention

What Success Looks Like

Success in this role means Deal Desk is fast, predictable and well governed without creating unnecessary friction for Sales.

We would expect to see:

• Standard Deal Desk approvals completed within the agreed SLA;
• Deal Desk Exception reviews initiated and progressed within SLA;
• Strong adherence to the agreed approval authority matrix;
• Clear and complete audit trails for non-standard deals;
• Fewer deals requiring post-close correction due to commercial structuring issues;
• Improved visibility of discounting, concessions and commercial exceptions;
• Fewer manual approval interventions as CPQ automation improves; and
• Actionable insights from Deal Desk activity feeding back into commercial policy and process.

WHY COGNISM

At Cognism, we’re not just building a company - we’re building an inclusive community of brilliant, diverse people who support, challenge, and inspire each other every day. If you’re looking for a place where your work truly makes an impact, you’re in the right spot!

Our values aren’t just words on a page—they guide how we work, how we treat each other, and how we grow together. They shape our culture, drive our success, and ensure that everyone feels valued, heard, and empowered to do their best work.

Here’s what we stand for:

We Own the Outcome Together.

We Deeply Understand our Customers.

We Celebrate Impact Wherever It Comes From.

At Cognism, we are committed to fostering an inclusive, diverse, and supportive workplace. We welcome applications from individuals typically underrepresented in tech, so if this role excites you but you’re unsure if you meet every requirement, we encourage you to apply!