Director, Deal Desk

About This Role

General Purpose

The Director of Deal Desk is responsible for leading the end\-to\-end deal governance process to ensure pricing, contract structures, and commercial terms are profitable, compliant, operational, scalable and aligned with company strategy. This role acts as the central point of coordination between Sales, Finance, Legal, Network, Operations, and Product to accelerate deal velocity and improve close rates while improving margin, consistency, and risk management. This leader builds and runs a high\-performing Deal Desk function, establishing clear policies, tools, and workflows that enable sales teams to close complex deals efficiently without sacrificing financial discipline.

Direct Reports: Yes

Essential Duties and Responsibilities

• Deal Governance \& Approval
• Own the deal review and approval process for non\-standard, high\-value, or high\-risk deals.
• Evaluate pricing, discounting, contract terms, SLAs, and commercial structures to ensure margin, risk, and compliance objectives are met.
• Serve as the escalation point for deal exceptions and approvals within delegated authority.
• Pricing \& Commercial Portfolio Guidance \& Deal Strategy
• Partner with Finance, Product and Sales Leadership to contribute to and operationalize pricing frameworks, discount guardrails, and approval thresholds.
• Analyze deal economics to optimize win probability and financial results including gross margin, contribution margin, contract value, lifetime value, and risk exposure.
• Drive consistency in deal structures across the portfolio of deals in products, customer segments, and routes to market.
• Perform adhoc pricing initiative analytics and recommendations to support corporate financial goals and outcomes.
• Cross\-Functional Leadership
• Act as the connective tissue between Sales, Finance, Legal, Network, Operations, Product, and Billing.
• Translate business strategy into executable deal policies and playbooks.
• Ensure handoffs from Sales to Operations/Billing are clean, complete, and scalable.
• Process, Tools \& Enablement
• Design and continuously improve deal desk workflows to increase speed, transparency, predictability, and close rate.
• Own deal\-related tools (e.g., CPQ, CRM workflows, approval automation).
• Develop standard templates, playbooks, and guidance for sales teams.
• Train sales leadership and reps on pricing, deal structures, and approval processes.
• Analytics \& Reporting
• Regularly track and report on overall portfolio of deal transactions including KPIs such as approval cycle time, win rates, discounting trends, margin leakage, and exception frequency.
• Identify learnings and insights to share with key cross\-functional stakeholders to positively impact our corporate growth and financial goals
• Identify systemic issues and recommend improvements to pricing, products, or sales motions.
• Team Leadership
• Build, lead, and mentor a team of deal desk analysts/managers as the function scales.
• Set performance expectations and foster a culture of partnership, accountability, and commercial rigor.

Other Responsibilities

• US travel may be required 2\-3 times per year for team meetings, sales meetings and/or meetings with vendors and other third parties.

Required Qualifications

8* \-12\+ years of experience in deal desk, sales operations, finance, pricing, or commercial operations.

3* \-5\+ years in a leadership role managing teams or complex cross\-functional initiatives.

• Strong financial acumen with experience analyzing deal economics and margin impact.
• Deep understanding of complex contracts, pricing models, and approval governance.
• Proven ability to influence senior stakeholders and balance speed with discipline.

Other Qualifications

• Experience in B2B technology, telecom, SaaS, managed services, or recurring\-revenue businesses.
• Familiarity with CPQ tools (e.g., Salesforce CPQ), CRM platforms, and approval automation.
• Experience supporting enterprise or highly customized deals.

TPx is an Equal Opportunity / Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex (including pregnancy, childbirth, breast\-feeding and related medical conditions), sexual orientation, gender identity, gender expression, national origin or ancestry, age, mental or physical disability (including medical condition), military or veteran status, political preference, marital status, citizenship, genetic information or other status protected by law or regulation.

We are committed to providing reasonable accommodations for qualified individuals with disabilities. If you need assistance or an accommodation, please let us know during the application process.

\#LI\-Remote

Req: \#26\-0007