Deal Desk Specialist (West Coast)

Salary: $92.8K $116K Offers Equity

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps. We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year. Join us for a whale of a ride!

The Deal Desk Specialist is pivotal in facilitating successful deals, ensuring alignment with company policies, and maximizing revenue opportunities. Collaborating closely with the sales team, you will provide expert insights, structure complex deals, and drive deal strategy. This role demands a strategic mindset, exceptional analytical skills, and a strong understanding of SaaS pricing and packaging. We seek a strong problem-solver with meticulous attention to detail and adaptability to thrive in a fast-paced, high-growth environment. If you thrive on driving revenue growth, shaping strategic deals, and making an impact in a high-growth SaaS company, we want to hear from you!

Responsibilities:

  • Review and evaluate deals with the sales team for accuracy, compliance, and policy alignment.

  • Analyze and structure complex deals, offering insights on pricing, terms, and contractual agreements.

  • Act as a trusted advisor for Sales, Legal, and Business Segment teams, guiding them through complex commercial problems and deal strategies.

  • Educate Sales teams on process changes, policies, and best practices to enhance sales performance.

  • Participate in cross-functional projects as Deal Desk representative to support selling activities, product releases, and process improvements.

  • Ensure governance for adherence to Rules of Engagement and Commercial Policy.

  • Serve as an expert on end-to-end processes across Quote to Cash, expediting issue resolution.

  • Mentor and coach team members, aiding in onboarding and day-to-day training.

  • Take ownership of issues hindering deal closures and drive resolution across back-office teams.

  • Demonstrate commitment to excellence in supporting the sales cycle and clients.

  • Adapt to evolving business processes and standards.

  • Foster a high-performing team environment and promote inclusivity.

  • Lead the evolution of deal-making insights across commercial products and services.

  • Enhance Deal Desk capabilities to win deals with agility.

  • Drive improvements in pricing, licensing, empowerment, and processes.

  • Provide expert guidance on offerings, pricing strategy, and operational considerations.

  • Collaborate closely with leadership and cross-functional teams to drive desired outcomes and strategic initiatives.

Qualifications:

  • Bachelor’s degree in Business Administration, Finance, or related field (MBA preferred).

  • 3+ years of experience in deal desk, sales operations, or finance roles within a high-growth SaaS company. Legal interaction or background is a plus!

  • Deep understanding of SaaS pricing models, contract negotiation principles, and revenue recognition standards.

  • Strong analytical skills with the ability to translate complex data into actionable insights.

  • Excellent communication and interpersonal skills, with the ability to influence and collaborate effectively across teams.

  • Proven track record of driving results in a fast-paced, dynamic environment.

  • Proficiency in Salesforce, CPQ tools, and Microsoft Excel.

First 30 Days

  • Orientation and Introduction:

    • Meet with key stakeholders, including members of the sales, finance, legal, and operations teams, to understand their roles and how they interact with the deal desk.

    • Review company policies, procedures, and tools used in deal desk operations.

    • Shadow experienced team members to observe deal structuring and collaboration with sales.

  • Training and Skill Development:

    • Attend training sessions on product knowledge, pricing frameworks, and negotiation techniques.

    • Familiarize yourself with the company’s product portfolio, pricing models, and market positioning.

    • Learn about common deal scenarios and the process for handling them.

  • Establishing Relationships:

    • Build relationships with key stakeholders, including sales reps, account managers, and legal advisors.

    • Schedule meetings with sales leaders to understand their priorities and challenges.

    • Begin to establish rapport with customers and gain insight into their needs and pain points.

60 Days

  • Deal Structuring and Collaboration:

    • Take on increasing responsibility for deal structuring under the guidance of senior team members.

    • Actively collaborate with sales reps to review and assess deal opportunities, providing insights and recommendations as needed.

    • Begin to independently handle straightforward deal scenarios.

  • Process Optimization:

    • Identify areas for process improvement within the deal desk operations.

    • Propose and implement changes to streamline deal approval workflows and enhance efficiency.

    • Seek feedback from team members and stakeholders on proposed process improvements.

  • Knowledge Expansion:

    • Deepen your understanding of the company’s product portfolio, pricing frameworks, and market dynamics.

    • Participate in pricing and packaging working groups to contribute insights and perspectives on deal desk requirements.

    • Stay updated on industry trends, competitor offerings, and best practices in deal desk operations.

90 Days

  • Ownership and Leadership

    • Take ownership of more complex deal scenarios, demonstrating your ability to navigate challenging negotiations and mitigate risks.

    • Lead cross-functional meetings to discuss deal strategies, resolve issues, and drive alignment.

    • Mentor newer team members and provide guidance on deal structuring and process execution.

  • Continuous Improvement:

    • Conduct regular reviews of deal desk performance metrics and identify areas for further improvement.

    • Implement initiatives to enhance deal desk effectiveness, such as implementing new tools or refining existing processes.

    • Actively seek feedback from stakeholders and incorporate suggestions into your approach.

  • Long-Term Planning:

    • Work with sales leadership to develop long-term strategies for deal desk operations, including scaling processes as the business grows.

    • Identify opportunities for expanding the scope of the deal desk function to support broader business objectives.

    • Develop a personal development plan outlining areas for continued growth and

    • skill enhancement.

Throughout the onboarding process, maintain open communication with your manager and colleagues, seek feedback regularly, and remain adaptable to changes in priorities or processes. By the end of the 90-day period, aim to be fully integrated into the deal desk team and capable of independently handling a wide range of deal scenarios with confidence and expertise.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

Perks (for Full Time Employees)

  • Freedom & flexibility; fit your work around your life

  • Home office setup; we want you comfortable while you work

  • 16 weeks of paid Parental leave

  • Technology stipend equivalent to $100 net/month

  • PTO plan that encourages you to take time to do the things you enjoy

  • Quarterly, company-wide hackathons

  • Training stipend for conferences, courses and classes

  • Equity; we are a growing start-up and want all employees to have a share in the success of the company

  • Docker Swag

  • Medical benefits, retirement and holidays vary by country

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

#LI-REMOTE

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