Who we are:
BigID is an innovative tech startup that focuses on solutions for data security, compliance, privacy, and governance. We're leading the market in all things data: helping our customers reduce risk, drive business innovation, achieve compliance, build customer trust, make better decisions, and get more value from their data.
We are building a global team with a passion for innovation and next-gen technology. BigID has been recognized for being one of CNBC's Top 25 Startups powering the economy, we're on Built In's 2023 Best Places to Work, #21 on the 2022 Deloitte 500 (most innovative, fastest-growing companies in North America) and we're on the 2022 Inc 5000.
At BigID, our team is the foundation of our success. Join a people-centric culture that is fast-paced and rewarding: you'll have the opportunity to work with some of the most talented people in the industry who value innovation, diversity, integrity, and collaboration.
Who we seek:
We're looking for a Deal Desk Manager to lead our Deal Desk team, reporting to the SVP of Global Business Operations. As the head of our Deal Desk function, you will lead the team responsible for deal pricing strategy, quote to cash process (QTC), CPQ automation, and all things #wins. You will collaborate with our stellar global Sales team, as well as Legal, Finance, and Operations, plus our executive leadership team. The ideal candidate has a history of hands-on solutions and a strong track record of automating the quote-to-cash process, optimizing deal flow, and working with Sales to close more deals faster & more efficiently.
What you'll do:
- Serve as the primary advisor to Sales on all deal-related matters, advising the team on alternative pricing options, contract objection-handling techniques, and/or value propositions to help drive deal closures
- Own day-to-day quote management and related approvals, ensuring compliance with business policies
- Act as point of escalation for deal-related matters; advise on approval processes, approving exceptions as necessary
- Create & maintain an approvals matrix with the support of business leaders
- Assist sales to interpret contractual language; draft custom language in collaboration with Legal when necessary
- Ensure deals comply with revenue recognition and operational policies
- Develop and drive initiatives to improve productivity, Deal Desk process, and company policies; simplify deal-related processes throughout the Sales organization; manage cross-functional projects to improve the entire quote-to-cash process
- Partner with Sales Operations, Enablement, and Business Systems teams on overall process/system improvements, trainings, enablement and other projects
- Deliver relevant training to new and existing Sales reps on working with Deal Desk, Closed Won process, and overall quote to cash best practices
- Administrate quote to cash tech stack (including Subskribe CPQ), ensuring maximum adoption across teams; drive automation of QTC processes, implementing new software and software enhancements to support Sales needs
- Develop tools that help the Sales team effectively price and structure deals
- Be a sales-facing, and occasionally customer-facing, subject matter expert on deal structuring, processes, and policies
- Perform historical deal analysis to inform future pricing updates, discount guidance, and deal structures
- Manage Deal Desk Analyst(s) / Legal Operations Analyst
What you'll bring:
- Proven success managing a Deal Desk function in the B2B Enterprise SaaS Industry / at a high-growth SaaS startup (or, experience rocking Deal Desk as an individual contributor, and the hunger to take on a leadership role)
- Proven success partnering with GTM Teams and other cross-functional departments
- Strong experience in Direct and Channel Sales models (working with value-added resellers a plus)
- Strong experience in contract/legal negotiations with enterprise customers and working with enterprise sales teams
- Strong understanding of software revenue recognition and quote to cash process
- Highly organized, customer-focused, innovative and strong attention to detail
- Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
- Excellent communicator, self-aware, transparent, professional, and open to feedback
- Ability to multitask and prioritize at times of high volume (i.e. End of Month/End or Quarter), while keeping cool under pressure
- Strong quantitative skills and highly proficient in gSuite, Salesforce.com, and CPQ (such as Salesforce CPQ, Subskribe, or other)
- Strong management and mentorship skills, including a proven track record of helping direct reports grow & develop in their careers
- Ability to function independently as well as within team effectively and efficiently
What's in it for you?!
Our people are the foundation of our success, and we prioritize offering a wide range of benefits that make our team happier and healthier.
- Equity participation - everyone shares in our success
- Flexible work arrangements
- Medical, Dental, Vision, 401k - that go into effect your first day
Our Values:
We look for people who embody our values - Care, Do, Try & Shine.
- Care - We care about our customers and each other
- Do - We do what it takes to make a positive impact
- Try - We try our best and we don't give up
- Shine - We shine and make it our mission always to stand out
BigDiversity: We're committed to creating a culture of inclusion, diversity, and equality – across race, gender, sexuality, disability, and neurodiversity – where innovation and growth thrive, every voice is heard, and everybody belongs.
The annual base salary range is $100,000-$130,000. Actual salaries will vary based on a candidate's qualifications, skills, and competencies. Salary is just one component of our Compensation Philosophy. Variable/Bonus Compensation & Equity Incentives align with individual and company performance.
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