Madhive is the leading independent and fully customizable operating system built to help local media professionals build profitable, differentiated, and efficient businesses. Madhive empowers sales teams to extend their reach into streaming and connects local advertisers with the communities they serve. Madhive’s platform provides the unique ability to reach local audiences at national scale, with premium supply partnerships and end-to-end tools for planning, targeting, and measuring full-funnel campaign outcomes. Powering campaigns for over 30,000 small and medium businesses per day, Madhive is driving the evolution of local media.
Director of Deal Desk
Madhive is seeking a highly strategic and operationally rigorous Director of Deal Desk to serve as the connective tissue between Sales, Finance, Legal, and Operations. In this role, you will own the end-to-end deal structuring and approval process for our media and ad tech business—driving deal velocity, ensuring commercial compliance, and enabling our sales organization to close complex, high-value agreements with confidence. You will be the authority on deal economics, contract governance, and revenue recognition implications across a portfolio that spans programmatic, direct IO, data licensing, and platform SaaS transactions.
This is a hybrid role, working 2-3 days a week at Madhive HQ in the Financial District of New York City.
What You Will Do
Deal Structuring & Approval
- Own the Deal Desk intake, review, and approval workflow for non-standard, strategic, and enterprise-level deals across all media and ad tech product lines.
- Evaluate deal economics including CPM/CPC/CPA pricing, volume discounts, minimum spend commitments, make-good provisions, and margin thresholds.
- Structure commercial terms that balance seller incentives with company profitability, legal enforceability, and revenue recognition standards (ASC 606).
- Serve as the final escalation point for pricing exceptions, custom T&Cs, and non-standard contractual provisions.
- Partner with Sales to develop deal strategies for competitive RFPs, agency holding company negotiations, and multi-year strategic partnerships.
Contract Management & Governance
- Manage the full contract lifecycle—from initial redline through execution—ensuring all executed agreements are accurately captured and maintained in the contract management system.
- Maintain a master repository of executed contracts, amendments, SOWs, and order forms; enforce document retention and version control standards.
- Draft, review, and negotiate commercial provisions in MSAs, IOs, data licensing agreements, and platform access agreements in collaboration with Legal.
- Build and maintain a library of pre-approved contract templates, fallback positions, and playbooks to accelerate deal cycles and reduce Legal review time.
- Monitor contractual obligations including minimum spend commitments, auto-renewal windows, termination for convenience clauses, and SLA obligations, flagging risks proactively.
- Coordinate with Finance and Revenue Recognition teams to ensure deal structures are compliant with GAAP and internal revenue recognition policies prior to execution.
Salesforce & Systems Administration
- Serve as a power user and functional owner of Salesforce CRM, including Opportunities, Quotes (CPQ), Contracts, and custom Deal Desk objects and workflows.
- Design and enforce Salesforce deal approval workflows, price override rules, and opportunity stage gates in partnership with Sales Ops and the Salesforce admin team.
- Ensure data integrity across deal records, including accurate ACV/TCV booking, product line attribution, discount tracking, and contract term dates.
- Leverage Salesforce reporting and dashboards to provide real-time visibility into pipeline health, deal approval cycle times, win/loss trends, and discounting patterns.
- Evaluate and implement complementary tools (e.g., CPQ platforms, CLM software such as Ironclad) that integrate with Salesforce to streamline deal and contract workflows.
Cross-Functional Leadership
- Act as the central coordination point between Sales, Sales Operations, Finance, Legal, and Product to resolve deal blockers and align on go-to-market commercial policies.
- Develop and enforce Deal Desk policies, discount authorization matrices, and approval SLAs; communicate changes to commercial terms with appropriate training for the sales org.
- Alongside Finance and Sales leadership, lead post-mortem analysis on lost deals, margin erosion, and prolonged approval cycles to identify systemic improvements to the deal process.
- Build, mentor, and develop a team of Deal Desk Analysts and Managers, establishing a high-performance, process-oriented culture.
- Present deal trends, approval metrics, and risk summaries to senior leadership on a regular cadence.
Required
What we are Looking for
- 8+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or commercial finance, with at least 3 years in a leadership capacity.
- Deep domain knowledge of the media and/or ad tech ecosystem, including programmatic advertising, digital media buying, DSP/SSP/DMP/CTV platforms, data licensing, or SaaS-based ad technology.
- Expert-level proficiency in Salesforce CRM, including Opportunity and Contract management, CPQ or Quotes functionality, approval workflow configuration, and advanced reporting.
- Demonstrated experience managing complex commercial contracts, including drafting and redlining MSAs, IOs, and data licensing agreements.
- Strong understanding of revenue recognition principles (ASC 606) and their application to multi-element media and technology arrangements.
- Exceptional analytical and financial modeling skills; ability to quickly evaluate deal margin, lifetime value, and risk across varied deal structures.
- Proven ability to operate cross-functionally and influence without direct authority across Sales, Finance, and Legal teams.
- Strong executive presence with the ability to communicate complex deal issues clearly to C-level stakeholders.
Preferred
- Experience with Contract Lifecycle Management (CLM) platforms such as Ironclad
- Salesforce Administrator or CPQ Specialist certification. AI and Infrastructure as a Service tool exposure –Rattle, Airtable, Workiva, Zapier, etc. a plus
- Familiarity with agency holding company trading structures (GroupM, Publicis, IPG, Omnicom) and their commercial nuances.
The approximate compensation range for this position is $140,000-$150,000. The actual offer, reflecting the total compensation package and benefits, will be determined by a number of factors, including the applicant's experience, knowledge, skills, and abilities, as well as internal equity among our team.
We are Madhive
Madhive is a dynamic, diverse, innovative, and friendly place to work. We embrace our differences and believe they fuel our creativity. We come from varied backgrounds and think that’s important. Whether it’s taking ideas from previous lives and applying them in different ways or creating something completely new, we are all trail-blazing team players who think big and want to make an impact.
We are committed to cultivating a culture of inclusion and collaboration. We welcome diversity in education, culture, opinions, race, ethnicity, gender identity, veteran status, religion, disability, sexual orientation, and beliefs.
Please be advised that we will NOT be using third-party recruiting agencies for this search.
