[Hiring] Head of Deals Desk & Pricing Strategy @DoiT

Role Description

The Head of Deals Desk & Pricing Strategy will develop and lead a team of thought partners, focused on enabling Sales teams and accelerating revenue growth through:

• Better deals:
  • Developing and implementing clear pricing strategies and partner incentive programs that maximize bookings and net revenue.
  • Coaching sellers through relevant DoiT policies and finding creative paths to win commercially.
• More deals:
  • Driving clear processes, policies, and approval guidelines to improve contract velocity and streamline administrative overhead.
  • Giving the Sales team time back to focus on selling.

Reporting directly to the VP, GTM Strategy, this role requires a unique balance of strategic vision and hands-on leadership to drive scalability and efficiency as our company grows.

The ideal candidate has a track record of successfully building strategic pricing functions that enable productive sales teams and drive profitable growth.

Responsibilities

• Lead the development of our global Deals Desk team; driving the strategy behind, and owning every aspect of, the end-to-end deal desk process.
• Form a close partnership with Legal, serving as a subject matter expert on complex deal structuring, partner pricing strategies, contract negotiations, deal reviews, and quote/contract management.
• Be the first line of defense in the deal review process, coaching reps on deal commercial structuring and best practices.
• Lead the development and documentation of DoiT’s best practices, booking policies, approval thresholds, and models for repeatable processes and scale.
• Centralize the execution and administration of various partner incentive programs.
• Establish, track, and report on relevant KPIs and SLAs for the Deals Desk team.
• Build and maintain a Deals Desk content library for Sales teams.
• Leverage technology to streamline workflows and support growth of our Deals Desk, Sales, Finance, and Legal teams.
• Partner with the Revenue Accounting team to address revenue/booking recognition concerns for non-standard deal structures.
• Hire, coach, and develop a global team of high-performing deal experts.

Qualifications

• 8+ years combined experience leading and scaling high-performing Deals Desk, Finance, or Sales Ops teams at a high growth, global tech company.
• Proven track record of building Deals Desk or Strategic Pricing functions that enable Sales teams to drive measurable increases in deal velocity and revenue growth.
• History of creative solutions to complex deal structures, including enterprise-level software agreements with a focus on resell and channel relationships.
• Ability to think strategically while understanding the broader business and financial implications of different deal mechanics.
• Demonstrated understanding of tools and processes that enable Deals Desk, Sales, and Finance teams to streamline the order to close process (QTC, CPQ, CLM, SFDC, etc).
• Highly emotionally intelligent (EQ) with the ability to confidently articulate your perspective.
• Commitment to embrace change in the name of growth.

Benefits

• Unlimited PTO
• Flexible Working Options
• Health Insurance
• Parental Leave
• Employee Stock Option Plan
• Home Office Allowance
• Professional Development Stipend
• Peer Recognition Program

Company Description

DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure you’re operating in a well-architected and scalable state - from planning to production.

Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help you solve complex multicloud problems and drive efficiency.

With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.