Senior Director, Deal Desk

Kore.ai; Orlando (FL); On-site; USD 200,000 - 210,000; Full time

Job summary

Kore.ai is seeking a strategic Senior Director of Deal Desk to lead and scale our global commercial operations. This role partners with Sales, Legal, Finance, and Revenue Operations to own deal strategy, approvals, pricing governance, and contracting operations for enterprise SaaS transactions.

The position requires a hands-on leader who can mentor a small team, optimize quote-to-cash processes, and manage marketplace offers on AWS and Azure.

Qualifications

• 10+ years in Deal Desk or Revenue Ops in SaaS/tech sectors
• Experience structuring enterprise SaaS transactions
• Strong drafting and negotiation of order forms
• Leadership of cross-functional deal teams
• Experience with AWS/Macebook AWS Marketplace and Azure Marketplace
• Familiarity with CRM/CPQ platforms (HubSpot, Salesforce, DealHub)
• Excellent communication, analytical, and stakeholder-management skills
• Bachelor's degree; MBA/JD preferred

Responsibilities

• Partner with Sales, Legal, Finance, Revenue Ops to structure enterprise, partner, and marketplace transactions
• Review pricing, terms, and deal structures to maximize revenue and manage risk
• Own pricing governance, deal approvals, and contracting standards
• Draft, review, and negotiate order forms, amendments, renewals, and other agreements
• Manage private offers through AWS Marketplace and Azure Marketplace post-contract
• Ensure compliance with pricing policies and governance standards
• Lead and develop the Deal Desk team and cross-functional partners
• Drive quote-to-cash improvements and automation across CRM/CPQ workflows
• Provide ongoing education and documentation of deal desk processes
• Develop KPIs and insights on deal cycle time and marketplace adoption

Skills

Deal Desk

Sales Ops

SaaS

Pricing Governance

Contract Negotiations

Order Forms

CRM/CPQ

HubSpot

Salesforce

Leadership

Analytics

Education

Bachelor's degree

MBA preferred

Tools

HubSpot

Salesforce

DealHub

CPQ

AWS Marketplace

Azure Marketplace

Job description

Kore.ai is a globally recognized leader in the conversational and generative AI space helping enterprises deliver extraordinary experiences for their customers, employees, and contact center agents. Kore.ai’s goal is to empower businesses with effective, simple and responsible AI solutions that create engaging interactions. sectors serving over 100M of consumers and 500,000+ employees worldwide. With billions of interactions automated using our AI-powered technology, we have been able to save over $500M for these companies.

Kore.ai is one of the fastest growing AI companies globally. We are recognized as a leader by the leading technology and industry analysts like Gartner, Forrester, IDC, ISG, Everest, and others.

Founded in 2014 by serial successful entrepreneur, Raj Koneru, Kore.ai supports customers globally across offices in Orlando, Hyderabad, New York, London, Germany, Dubai Frankfurt, Tokyo and Seoul.

We’re reshaping the way companies harness the power of AI, simplifying and enhancing accessibility. Work alongside some of the brightest minds in the industry to pioneer safe, reliable solutions. Join the Kore.ai team and help companies of all sizes simplify the adoption of advanced AI solutions responsibly.

POSITION / TITLE: Sr Director, Deal Desk

LOCATION: San Mateo CA or Orlando FL

Position Summary

We are seeking a strategic, hands-on Senior Director of Deal Desk to lead and scale our global commercial operations function. This is a true player-coach role within a fast-growing SaaS company, requiring a leader who can develop strategy, build scalable processes, mentor a small team, and personally execute complex commercial transactions.

As a trusted business partner to Sales, Customer Success, Partnerships, Legal, Finance, Revenue Operations, Product, and Executive Leadership, this role will own deal strategy, commercial approvals, pricing governance, contracting operations, and hyperscaler marketplace execution. The ideal candidate thrives in a fast-paced startup environment, enjoys solving complex commercial challenges, and is equally comfortable negotiating a strategic enterprise transaction as they are drafting an order form or supporting a critical quarter-end deal.

This role will play a key part in building the commercial infrastructure needed to support the company's continued growth while ensuring operational excellence, scalability, and strong commercial governance.

Responsibilities

Commercial Strategy & Deal Execution

• Partner with Sales, Customer Success, Partnerships, Finance, and Legal to structure strategic enterprise, partner, and marketplace transactions.
• Review pricing, commercial terms, and deal structures to maximize revenue while managing business risk.
• Own the company's commercial approval framework, pricing governance, and contracting standards.
• Personally draft, review, and negotiate order forms, amendments, renewals, and other commercial agreements.
• Manage the creation, delivery, and administration of private offers through AWS Marketplace and Microsoft Azure Marketplace following contract execution.
• Ensure compliance with company pricing policies, approval requirements, and commercial governance standards.

Leadership & Cross-Functional Partnership

• Lead, mentor, and develop the Deal Desk team while fostering a collaborative, customer-focused culture.
• Partner closely with Sales, Legal, Finance, Revenue Operations, Product, and Executive Leadership to remove obstacles and accelerate deal execution.
• Lead by example by remaining actively involved in strategic deals and quarter-end execution.

Operational Excellence

• Drive continuous improvement across the quote-to-cash lifecycle through process optimization, automation, and standardization.
• Enhance CRM, CPQ, and contract management workflows, including HubSpot and DealHub, to improve scalability and efficiency.

Collaboration & Enablement

• Build strong relationships with regional Sales, Customer Success, Legal, Finance, and Expert Services, and Partner stakeholders
• Provide ongoing education and documentation to ensure consistent understanding of deal desk processes

Reporting & Analytics

• Develop and monitor KPIs, including deal cycle time, approval turnaround, discount trends, and marketplace adoption.
• Provide actionable insights and recommendations to improve commercial performance and operational effectiveness.

Qualifications / Skills Required

• Minimum 10 years of experience in Deal Desk, Sales Operations, or Revenue Operations, with a strong focus on SaaS, Cloud, or Technology sectors required.
• Proven ability to thrive in a fast-paced, high-growth environment, balancing strategic leadership with hands-on execution required.
• Proven experience in order form drafting, including the incorporation of custom commercial or legal language required.
• Proven experience structuring and negotiating complex enterprise SaaS transactions, including pricing, commercial terms, and contract negotiations required.
• Strong experience drafting and negotiating order forms, amendments, renewals, and other commercial agreements required.
• Working knowledge of AWS Marketplace and Microsoft Azure Marketplace private offer processes required; experience with Google Cloud Marketplace is a plus.
• Strong understanding of SaaS pricing models, quote-to-cash processes, commercial governance, and contract lifecycle management required.
• Experience with CRM, CPQ, and contract lifecycle management platforms such as HubSpot, Salesforce, Deal Hub, or similar required.
• Excellent communication, organizational, analytical, and problem-solving skills with the ability to influence cross-functional stakeholders required.

Education Qualification

• Bachelor’s degree in Business, Finance, Legal Studies, or a related field is required
• MBA, JD, or other relevant graduate degree preferred.

Depending on specific professional experience and geographical location of individuals, the salary for this position ranges from $200,000 - $210,000. Additional wage/bonus/commission and benefit details will be shared during the formal interview process for this full-time employment opportunity.