Mailchimp is a leading marketing platform for small businesses. We empower millions of customers around the world to build their brands and grow their companies with a suite of marketing automation, multichannel campaigns, CRM, and analytics tools.
As the Head of Strategic Deals and Deal Desk, you will partner with our Sales, Revenue Operations, Billing, Finance and Legal teams and be responsible for opportunity management, contract review, custom pricing and invoicing processes. This leadership position is crucial to enhancing our sales process, accelerating customer acquisition and retention, and driving growth.
Reporting to the Global Director of Sales, this role is critical to our expansion and retention efforts and ensuring orders are booked and closed in a productive and accurate manner at scale.
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10+ years in Deal Desk or Revenue Strategy with leadership in deal structuring
- Proficiency with Salesforce, Zuora CPQ, and Ironclad
- Excellent communication (written and verbal), problem-solving, and negotiation skills
- Exceptional communication, negotiation, and stakeholder management skills
- Strong analytical abilities to derive insights from deal data
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Deal Strategy: Advise sales on strategic deal structures, pricing, and concessions that drive growth and value. Review and draft special commercial terms and act as a senior escalation point in negotiations.
- Process Optimization and Sales Enablement: Enhance deal structuring practices, maintain a standardized playbook, and develop response templates for RFPs to streamline sales processes.
- Deal Operations: Collaborate with Revenue Operations for scalable and automated deal processes, focusing on continuous improvement and alignment with business metrics.
- Product and GTM Alignment: Partner with Product Management for strategic pricing and GTM strategy alignment. Support product launches with enablement content.
- Reporting and Analysis: Track KPIs, analyze discounting trends, and provide insights for revenue generation opportunities
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Experienced Deal Strategist: Proven success in structuring and negotiating deals in the B2B software/SaaS industry, with influence over global sales teams.
- Cross-functional Leader: Ability to inspire alignment among Finance, Legal, Product Management, and Sales teams.
- Strategic Thinker: Strong understanding of financial modeling, revenue recognition, and value selling, aligning deals with business goals.
- Operationally Focused: Expertise in process and system enhancement for efficiency and compliance.
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Excellent People Leader: Demonstrated ability to lead, manage, and develop a high-performing team of Solution Consultants.
