Overview:

The Director, Deal Desk is responsible for building and owning the deal processes within Blackline. This role will be critical in building a highly predictable and scalable revenue operating model. We are looking for an experienced, detail-oriented, problem-solver to own and lead this function. This role will be highly cross-functional and will liaise with Finance, Legal, Accounting, Product, and others to analyze deal terms and unit economics, identify and implement process changes to shorten deal close cycles, and drive alignment across the organization to reduce risk and increase consistency. Additionally, this person will assist with ad hoc strategic analyses and initiatives aimed to drive predictable revenue growth.

Responsibilities:

Own and lead the daily to day operations of the deal desk and continuously search for opportunities to improve and become more efficient
Facilitate structuring and execution of transactions while optimizing for customer experience, revenue upside, profitability, and compliance
Partner with Go-To-Market and act as subject matter expert on all pricing and margin related matters (e.g., monitoring and updating auto-approval thresholds, analysis of offerings and initiatives to ensure revenue and margin outcomes are understood, etc.
Evaluate deal economics, commercial terms and conditions, operational requirements, and non-standard structuring requests
Job Description
Identify and implement process improvements to shorten deal close cycles, minimize risk and maximize revenue
Benchmark industry-wide Deal Desk functions for maturity assessment and development roadmap
Maintain an agreed upon SLA on deal turnaround times and own all Deal Desk KPIs
Perform analysis on all the variables that impact our margins (there are many), and provide strategic recommendations on how we can continue to drive profitable revenue
Design and build an inclusive, engaged, and high performing team
Define and use OKRs to develop the team and guide decision making

Qualifications:

BA Degree in Accounting, Marketing, or related field
Salesforce
Microsoft Office

BlackLine Systems

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Director, Deal Desk