Director, Deal Desk

Illumio • Full-time • Sunnyvale, CA, US • $192k - $230k / year • 6d ago

No Agency Submissions Accepted.

Location: This role is a hybrid role at HQ in Sunnyvale, CA. (3 days in the office-Mon, Tues, Thurs)

Onwards Together!

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illuminate the future with Illumio and join a team that’s passionate about developing cutting-edge security solutions that protect the world's most critical assets.

Our Team's Vision:

At Illumio we believe that Sales Operations is critical to Sales success – the growth driver of every company. Each day we interact with Sales professionals on a global basis, from helping develop deal structures to providing routine day-to-day support.  Our team and micro-segmentation cybersecurity business are growing quickly and we’re looking for someone who can contribute immediately in a fast-paced, great-people environment.

We are seeking an experienced leader to oversee our global Deal Desk, RFP, and Renewals Forecasting functions. This strategic role will be responsible for driving operational excellence, optimizing revenue, and enhancing our sales processes.

Your Impact:

Deal Desk Leadership

Lead the global Sales Operations Deal Desk function, governing pricing, discount approvals, key negotiating terms, and commercial structures.
Drive standardization of business execution to maximize customer acquisition while optimizing gross margin.
Own the roadmap for key transactional processes and partner with CRM and Product systems owners to improve deal closure efficiency.
Collaborate closely with Pricing and executive teams on pricing strategy.

RFP Management

Establish and oversee an efficient RFP response process to improve win rates.
Coordinate cross-functional teams to develop high-quality, competitive proposals.
Implement and maintain a centralized repository of standard proposal responses.

Renewals Forecasting

Develop and execute a data-driven renewals forecasting methodology.
Provide accurate, timely forecasts of renewal rates and potential churn to support strategic decision-making.
Collaborate with Customer Success and Sales teams to identify and mitigate renewal risks.

Strategic Business Partnership

Act as a strategic partner to the Sales team, fostering a data-driven environment.
Oversee methods that intersect with the Sales process, managing the utilization of CPQ and other sales platforms.
Align team efforts with overall customer and sales strategy.

Your Toolkit:

Extensive experience in Sales Operations, Deal Desk management, and strategic pricing.
Proven track record in RFP management and proposal development.
Strong background in forecasting, particularly in SaaS or subscription-based business models.
Excellent analytical and problem-solving skills.
Outstanding communication and leadership abilities.
Proficiency with CRM systems, CPQ tools, and business intelligence platforms.

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.

Pay Range:

$ 192,000 - $230,000 USD

The pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, location, experience, knowledge, skills, abilities, as well as internal equity, alignment with market data, or applicable laws.

Benefits:

At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, Dental, Vision Coverage – Health and Dependent Savings Accounts – Life and Disability Programs – Paid Parental Leave – Voluntary Benefit Programs – Company Sponsored Wellness Program – Wellness Reimbursement Program - Retirement Savings – Equity Opportunities – Paid time off and Paid Holidays – Employee Incentive Program.

Our Commitment:

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.