Director, Deal Desk

Job description

About the Role Tricentis is looking for a Director of Deal Desk to lead and scale our enterprise deal support function. This is a high-impact, cross-functional leadership role at the intersection of Sales, Finance, Legal, and Revenue Operations. You will own the end-to-end deal structuring and pricing process for our largest and most complex enterprise opportunities, ensuring we close deals that are both commercially competitive and financially sound. This role is about more than deal approvals. We are looking for a change agent — someone who will come in with fresh eyes, challenge how we operate, and drive the process improvements and systems evolution needed to support Tricentis at scale. You will be a trusted advisor to our sales organization, a key partner to senior leadership, and a catalyst for how we modernize and streamline the transactional operations of the business. Location & Work Model: This position is based in Austin, TX and follows a hybrid work model, requiring employees to work onside in the office three (3) days per week. What You'll Do Deal Strategy & Execution · Lead all aspects of enterprise deal structuring, including pricing approvals, discounting governance, bundling, and commercial terms · Partner directly with enterprise and strategic account executives on complex, high-value opportunities — from early qualification through signature · Develop and enforce deal approval frameworks that balance speed for the sales team with financial rigor for the business · Own the escalation path for non-standard deal requests, working with Finance, Legal, and executive stakeholders to find workable solutions quickly · Own bookings and reconciliations globally, including Salesforce bookings accuracy, quote integrity, and policy compliance across the full quote-to-cash lifecycle. Pricing & Commercial Excellence · Serve as the subject matter expert on Tricentis' pricing models, packaging tiers, and licensing structures · Create and deliver executive-ready insights on deal quality and pricing effectiveness, including discount trends, cycle times, exception rates, approval bottlenecks, and the business impact of pricing decisions. · Partner with Product and Finance to evaluate and operationalize new pricing motions as the product portfolio evolves · Own and drive SKU governance, including SKU description standards, portfolio rationalization, and lifecycle management. Lead the mapping of legacy SKUs to current renewal and expansion SKUs, and partner with Product to develop enablement materials for GTM teams. · Own the design and continuous improvement of customer-facing order form standards, including summary charts that accurately reflect amendments, ARR, and invoicing. Team Leadership · Manage, mentor, and grow a global team of Deal Desk Analysts and Managers · Build a culture of responsiveness, accuracy, and commercial savvy within the team · Define team KPIs, SLAs, and operational processes that scale with the business Cross-Functional Partnership · Build strong cross-functional relationships with Sales, Finance, Legal, Pricing and Product teams so Tricentis can close complex deals faster without compromising policy, margin, or customer experience. · Collaborate with Sales Enablement to train account executives on deal desk processes, pricing tools, and approval workflows · Partner with IT/RevOps to evolve the transactional operations of the business including Salesforce & CPQ configuration, quoting, contracting, invoicing structures and reporting/analytics · Lead the design and implementation of a line-level transaction labeling framework in Salesforce, coordinating with Finance and Order Management teams to enable automated reporting of ARR changes, invoicing by transaction type, and conversion tracking. What You'll Bring · 8+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or a related commercial finance role in a B2B SaaS company · 3+ years leading or managing a deal desk or similar function · Deep experience supporting enterprise sales motions — multi-year contracts, consumption/usage-based pricing, ELAs, and multi-product bundling · Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions. · Strong financial acumen; ability to model deal economics, understand margin implications, and communicate tradeoffs clearly · Proven ability to influence senior stakeholders and operate effectively in a fast-moving sales environment · Commercial instinct. You are close to the field, not just the data and you understand how deal structure affects outcome. · Proficiency with CPQ tools (Salesforce CPQ/Revenue Cloud, DealHub, or similar) and CRM systems (Salesforce) · Comfort with ambiguity. You can operate across a portfolio with multiple pricing models, ongoing system change, and competing stakeholder priorities. · Global fluency. You operate naturally across time zones, geographies, and sales cultures. · Experience leading SKU portfolio projects, pricing architecture initiatives, or quote-to-cash system redesigns in a multi-product SaaS environment (preferred) What Success Looks Like in Year One · Deal approval SLAs are consistently met and sales team satisfaction with Deal Desk improves · Discounting patterns are well-documented, governed, and trending in the right direction · A scalable deal approval framework is in place and understood across the sales org · You have a high-performing, growing team and are seen as a go-to strategic partner by Sales leadership Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Global Sanctions Compliance We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment. U.S. Work Authorization: This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.