Sr. Director, NAM Deals Desk

Job Summary

Your Career

The Senior Director of the NAM Deals Desk, is a pivotal leader responsible for optimizing the business and financial outcomes of all North American commercial agreements. As the Head of NAM Deal Desk, you will lead our centralized deal structuring, pricing, quoting, and contracting function, acting as a strategic partner to Sales, Finance, Legal, and Product teams. You will build and scale a high-performing team, define deal approval policies and governance, and accelerate complex deal cycles while maintaining risk control and profitability.

Your Impact

North American Deal Strategy & Execution

• Lead the North America Deals Desk function, serving as the financial partner and approver for all high-value, non-standard, and complex commercial transactions in the US and Canada
• Develop region-specific pricing and discount strategies that align with NAM market dynamics, competitive landscape, and the company's long-term business and financial objectives
• Provide sophisticated modeling and analysis for sales proposals, assessing the impact of deal terms (e.g., pricing, payment schedules, volume commitments) on Gross Margin, ARR, and RPO as some of the KPI's in conjunction with overall company strategies
• Accelerate deal velocity by streamlining the review and approval workflow for deals while maintaining rigorous financial controls, balanced risk and overall governance
• Drive financial accountability for regional bookings, ensuring all commercial agreements adhere to US GAAP and company revenue recognition policies
• Collaborate cross-functionally with Finance / Revenue Ops on revenue recognition, forecasting, margin analysis, and deal economics
• Work with Legal to standardize terms, review redlines, and manage risk tradeoffs
• Analyze trends in discounting, win/loss, pricing sensitivity, and deal outcomes; provide feedback and recommendations to GTM leadership
• Develop training, enablement materials, and playbooks for sales, deal desk, and cross-functional teams
• Leverage the use of AI to automate repeatable deal workflows, identify discount outliers, and provide data-driven guidance that empowers teams to structure healthier deals

Leadership and Process Improvement

• Manage and mentor a high-performing regionally distributed Deals Desk team, fostering expertise in commercial finance, deal structuring, and North American market knowledge
• Establish and enforce regional deal governance policies, ensuring consistency and compliance across the US and Canadian markets while balancing regional competitive needs
• Collaborate with Global/International Deal Desk teams to share best practices and ensure global consistency where appropriate, while providing regional context to corporate strategy
• Drive continuous improvement in deal desk processes and system utilization (e.g., CPQ/CRM enhancements) to increase efficiency and support high-volume and profitable growth

Your Experience

• 15+ years of progressive experience in Commercial Deal design, analysis and management, with a minimum of 5 years of direct experience leading a Deals Desk or Commercial Finance function in large scale (>$1B) companies
• Proven experience partnering with a large high growth sales organization, with a strong understanding of the US and Canadian business environments and contracting nuances
• Bachelor's degree in Business, Finance, Accounting, Economics, or a related quantitative field. An MBA or CPA is highly preferred
• Strong track record in a SaaS, Technology, or recurring revenue business model environment. Additional hardware relayed experience is a plus
• Expert-level financial modeling and analytical skills with a strong focus on revenue, gross margin, and working capital impacts of commercial terms along with overall business benefit
• Knowledge of US GAAP and revenue recognition principles (e.g., ASC 606).
• Exceptional business acumen and the ability to partner with and influence senior sales leaders (VP, SVP level).
• Excellent communication, negotiation, and presentation skills to convey complex financial issues to non-financial audiences.
• Proficiency with enterprise-level CRM/CPQ platforms (e.g., Salesforce, Oracle).

Pay and benefits

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$251,700.00 - $345,450.00/yr

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.