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Strategic Leadership & Deal Governance
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Own Deal Strategy: Provide strategic leadership and guidance to sales leadership and Account Executives (AEs) on the most complex, high-value, and non-standard deals. Set the standard for optimal deal structure, pricing, and commercial terms to maximize long-term customer value (LTV) and profitability.
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Sales Structure Expertise: Demonstrate a deep understanding of the various SaaS deal types—including New Logo, Expansion (Upsell/Cross-sell), Renewal, and Consumption/Usage-Based models—to guide Sales on structure and commercial positioning for each.
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Profitability Focus: Ensure all deal structures align with our company’s revenue objectives by clearly understanding how SaaS companies make money (Subscription ARR, Professional Services, Expansion Revenue) and prioritizing deal terms that drive high-quality, recognizable revenue (ASC 606).
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Approval Authority & Risk Mitigation: Serve as a primary escalation point for all pricing exceptions, non-standard terms, and commercial risks. Exercise management-level approval authority on CPQ quotes and ordering documents, ensuring strict adherence to global company policies, revenue recognition standards (ASC 606), and strategic goals.
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Executive Business Partnering: Act as a trusted business partner to Sales Directors/VPs, Finance, Legal, and Executive leadership, providing data-driven insights on deal trends, win/loss analysis based on commercial structure, and profitability metrics.
Process, System, and Team Management
Lead CPQ and Commercial Roadmap: Own and drive the continuous improvement roadmap for the Configure, Price, Quote (CPQ) system and related commercial tools. Prioritize enhancements that maximize sales velocity, data accuracy, and compliance.
Team Enablement and Training: Develop, lead, and execute a comprehensive Global Enablement Program for the sales organization on new pricing models, updated commercial policies, and best practices for leveraging CPQ, transitioning from training sessions to developing institutional knowledge.
Manage Documentation and Knowledge: Oversee the development, maintenance, and mandatory usage of a central Commercial Language Library and Policy Repository to ensure consistency, minimize time-to-close, and reduce legal/financial risk across all geographies.
Process Efficiency: Proactively identify and resolve systemic bottlenecks in the deal cycle, developing and implementing scalable solutions to improve the efficiency and accuracy of the end-to-end quote-to-cash process.
Financial Rigor and Reporting
Deal Analytics: Track, analyze, and report on key deal metrics (e.g., discounting, average selling price, term length, non-standard term frequency) to identify trends, inform pricing strategies, and report commercial health to executive stakeholders.
Audit Readiness: Ensure all executed deals and supporting documentation are fully compliant and audit-ready, collaborating closely with Accounting and Finance teams for accurate period-end closings and revenue recognition reporting.
