Deltek is investing in pricing and deal desk as a strategic priority, and we’re hiring a leader to build that function and run it with real autonomy. The Director, Deal Desk will own deal desk strategy, systems, and governance for a global Sales and Customer Success organization managing deals from $50K to $10M and above — including direct visibility into executive and CEO level decisions on our largest transactions.
We’re looking for someone who has built a deal desk function before, not just operated inside one, and wants to do it again with real sponsorship and a clean slate on tooling, process, and AI enabled workflows. This role reports to the VP of Pricing & Monetization but is expected to own the function day to day: leading the team, setting the agenda, and making the majority of judgment calls independently. You’ll build a small team into a strong one, and your success will show up directly in the revenue and margin we protect and unlock through better deals.
We’re equally focused on finding the right leader for our culture: someone who leads with judgment and low ego, builds trust with sales and executive stakeholders fast, and treats “no infrastructure yet” as an opportunity rather than a constraint.
Key Responsibilities:
- Own approval authority for complex, high value, and nonstandard deals, and shepherd our highest stakes discount decisions through executive and CEO approval when needed.
- Lead, hire, and grow a team of deal desk analysts, with transactional deal work owned by the team and escalations and approvals owned by you.
- Serve as the primary deal desk partner to Sales and Customer Success leadership across new business, renewal, and expansion deals.
- Build and scale deal desk tools and systems (CPQ, CRM workflows, approval matrices) largely from scratch, incorporating AI and automation to speed up turnaround and reduce manual review.
- Define and evolve global pricing and deal governance strategy in partnership with finance, product, and legal.
- Own how we measure the deal desk’s impact on revenue, margin, and deal velocity, set targets, and report progress to executive leadership.
- Act as the primary point of contact for executive stakeholders on deal strategy and commercial risk, representing the function independently.
What You’ll Need:
- 8+ years in deal desk, pricing, or sales operations, with people management experience, ideally at a global SaaS or enterprise software company.
- Direct experience building a deal desk function from an immature or ad hoc state — this is close to a must-have.
- Deep fluency in enterprise/SaaS pricing, complex contract structures, and deal economics across a wide range of deal sizes.
- A track record of operating with autonomy — you’ve owned a function or major initiative with minimal oversight and made it succeed.
- Executive presence and comfort advising VP and C-level stakeholders directly, including on high-stakes decisions.
- Experience quantifying the financial impact of your work: setting targets, measuring outcomes, and showing improvement over time.
- Advanced Salesforce/CPQ proficiency and financial modeling skills.
- Bachelor’s degree in Business, Finance, or a related field; MBA a plus.
Nice to Have:
- Experience with AI powered CPQ, pricing analytics, or deal intelligence tools.
- Global or multi-region deal experience.
- Experience presenting to board level stakeholders.
The U.S. salary range for this position is $180,000.00-$200,000.00. This range is subject to change as Deltek takes a number of factors into consideration when determining individual base pay, such as location, job-related knowledge, skills and experience. Certain roles are eligible for additional rewards, including incentive compensation and equity.
Benefits and perks listed here may vary depending on the nature of employment with Deltek. Employees have access to healthcare benefits, a 401(k) plan and company match, paid vacation time and holidays, well-living programs, short-term and long-term disability coverage, basic life insurance and tuition reimbursement.
10%
As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America’s Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress. www.deltek.com
Interested in joining a global finance team that empowers our project-based customers around the world to build cities and launch spacecraft? Want to be part of a team that embraces career growth through world-class training and investing in each team member’s development? This is your opportunity to work for an award-winning company with a dynamic growth strategy and a Finance team committed to bringing passion, integrity and customer focus into everything we do. We value flexibility, collaboration and work-life balance, coming together both in-person and remotely.
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Deltek, Inc. is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.
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