Director, Global Deal Desk

Responsibilities

• Lead the global deal desk function, building and scaling a best-in-class capability to support revenue growth.
• Own end-to-end deal approval workflows, including non-standard terms, pricing approvals, and deal structure reviews.
• Partner with Sales, Finance, and Legal to structure complex deals that balance customer needs and revenue integrity.
• Act as a trusted advisor to Sales leadership on pricing strategy, billing models, and discounting.
• Develop and maintain deal desk playbooks, approval guidance, and risk assessment frameworks.
• Design and monitor metrics and dashboards to track cycle times, SLA performance, and deal quality.
• Manage contract lifecycle operations, including templates, redlines, and data accuracy in Salesforce and CPQ systems.
• Lead, mentor, and develop the deal desk team.

Requirements

• 8+ years of experience in deal desk, revenue operations, sales operations, finance, or commercial operations.
• Experience building or scaling a deal desk function from the ground up.
• Proven people management experience leading and mentoring teams.
• Deep understanding of B2B SaaS and consumption-based business models.
• Strong knowledge of CPQ and CLM systems such as Salesforce CPQ or DealHub.
• Experience working cross-functionally with Sales, Finance, Legal, and Operations.
• Exceptional communication and stakeholder management skills.

Preferred Qualifications

• Experience with global deal support across multiple regions and theaters.
• Knowledge of discount governance and non-standard order form terms.
• Familiarity with revenue recognition standards (ASC 606).

About the Company

Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation.