Director, Deal Strategy Operations

Responsibilities

• Lead Deal Strategy for strategic enterprise deals.
• Partner with Account Executives, sales leaders, and executives to design commercial structures for high-value opportunities, including multi-product bundles, enterprise license agreements, multi-year terms, and expansion and renewals.
• Balance customer needs with business guardrails.
• Translate what customers are asking for into structures that protect margin, revenue quality, and long-term value, and bring clear recommendations to leadership when a deal needs an exception.
• Own Deal Desk operations. Run day-to-day deal intake and approvals, keeping deals moving quickly through the right reviewers with clear service levels, especially at quarter close.
• Validate non-standard terms. Review and resolve non-standard pricing, payment, billing, and contractual requests, working closely with Finance, Order Management and Legal to apply policy consistently.
• Make CRM data trustworthy. Ensure deal approvals, business justifications, and associated data in Salesforce is accurate and complete.
• Build AI-first deal systems.
• Design how AI and agentic workflows support quoting, field guidance, deal approvals, and policy questions, so sellers can self-serve routine answers and your team can focus on the deals that need human judgment.
• Set the standard that AI speeds things up without weakening accuracy, auditability, or policy compliance.

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