Senior Director, Deal Desk

Kore.ai; San Mateo (CA); On-site; USD 200,000 - 210,000; Full time

Job summary

Kore.ai is seeking a Senior Director of Deal Desk in the United States (San Mateo, CA; Orlando, FL; NYC, NY) to lead and scale our global commercial operations. This player‑coach role requires strategy, process scalability, and hands‑on execution in complex enterprise transactions.

You will partner with Sales, Legal, Finance, and Revenue Ops to own deal strategy, approvals, pricing governance, and contracting; shaping our commercial governance and lifecycle management across regions.

Qualifications

• 10+ years in Deal Desk, Sales Ops, or Revenue Ops in SaaS/Tech.
• Thrive in fast‑growth environments with strategic yet hands‑on execution.
• Drafting order forms with custom language and clauses.
• Structure and negotiate complex Enterprise SaaS deals.
• Draft and negotiate orders, amendments, renewals, and contracts.
• Knowledge of AWS Marketplace, Azure Marketplace; Google Cloud a plus.
• Understand SaaS pricing, quote‑to‑cash, governance, CLM.
• Experience with HubSpot, Salesforce, DealHub or similar.

Responsibilities

• Partner with Sales, Legal, Finance, and Rev Ops to structure enterprise transactions.
• Review pricing and terms to maximize revenue while controlling risk.
• Own the deal‑desk approval framework and contracting standards.
• Draft, review, and negotiate order forms, amendments, and renewals.
• Manage private offers via AWS/Azure marketplaces post‑execution.
• Maintain governance, policies, and scalable processes.
• Lead and mentor the Deal Desk team and cross‑functional partners.
• Drive continuous improvement in quote‑to‑cash workflows.

Education

Bachelor’s degree in Business, Finance, Legal Studies, or related field

MBA, JD, or other relevant graduate degree preferred

Tools

HubSpot

Salesforce

DealHub

Job description

POSITION / TITLE: Sr Director, Deal Desk

LOCATION: San Mateo CA; Orlando FL or NYC NY

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.