Source Job

• Lead deal strategy and deal desk operations for high-value enterprise deals, including multi-product bundles, ELAs, and multi-year terms.
• Balance customer needs with business guardrails and validate non-standard pricing, payment, and contractual requests.
• Build AI-first deal systems and lead a high-performing team to scale the function.

Abnormal protects the humans behind the world's most critical organizations from AI-powered cybercrime. Over 5,000 enterprises, including more than 30% of the Fortune 500, trust its behavioral AI platform to stop email, identity, and AI security threats.

• Lead the EMEA Deal Desk team, including hiring, enablement, and operating rhythm for the region.
• Serve as the regional escalation point for complex transactions, balancing deal velocity and operational integrity.
• Partner with Sales leadership on pricing discipline and commercial strategy to support healthy revenue growth.

GitLab is the intelligent orchestration platform for DevSecOps, helping organizations increase developer productivity and accelerate digital transformation. Trusted by over 50 million users and more than 50% of the Fortune 100, GitLab fosters a high-performance culture driven by values, AI adoption, and continuous knowledge exchange.

• Structure and approve non-standard deals (discounts, usage commits, per-minute pricing, payment terms) in hours, not days
• Build the discount approval matrix and pricing guardrails, and model deal margin before every approval
• Run quote-to-cash across CRM, CPQ, Legal handoff, and billing; report weekly on cycle time, discount levels, and win rate

Retell AI is reimagining the call center with cutting-edge voice AI, used by thousands of companies for sales, support, and logistics calls. Backed by Y Combinator and other leading investors, we've scaled to $80M ARR with a team of 50 and are valued at over $1.5B.

• Manage order processing and deal desk activities for North America, structuring complex enterprise deals.
• Review and approve sales deals, ensuring tax compliance and alignment with revenue recognition guidelines.
• Coordinate with Sales, Legal, Finance, and Provisioning to resolve deal blockers and improve quote-to-cash efficiency.

Horizon3 is a fast-growing, remote cybersecurity company helping organizations proactively find, fix, and verify attack vectors. The team of former Special Operations cyber operators and engineers values respect, collaboration, ownership, and results.

• Source, manage, and close new business deals with a product that's a requirement, not a nice-to-have.
• Clearly communicate the value of Ethena and demonstrate how our products address prospects' pain points.
• Build strong relationships, multithread across teams, and keep a tight, organized pipeline in Salesforce.

Ethena is an AI-native compliance training platform that customizes training to each company's brand, policies, and risks. We support 1M+ learners across 2,000+ organizations and are a fully remote team that values diversity, humor, and ownership.

• Serve as the primary specialist for customers, partners, and internal teams to drive revenue growth across the security operations product portfolio.
• Partner with domain-expert solution engineers to capture customer requirements and craft compelling value propositions that close complex business deals.
• Own the regional quota and territory achievement by building and implementing account-based strategies to land and expand data security solutions.

Zscaler accelerates digital transformation with its Zero Trust Exchange platform, protecting thousands of customers from cyberattacks and data loss. The company operates the world's largest in-line cloud security platform, distributed across 200+ data centers globally, and fosters a culture centered on innovation, ownership, and collaboration.

• Own and close complex SaaS deals with companies from 300-2,500 employees, focusing on $75k+ ACV opportunities.
• Build pipeline through heavy outbound prospecting and partner with SDRs, Solutions Engineers, and cross-functional teams.
• Drive the full sales cycle from first touch to close, negotiating annual or multi-year contracts.

Webflow is the agentic web marketing platform for modern marketing teams, helping organizations build, manage, and optimize high-performing web experiences. It is a privately held, remote-first company that values craft, quality, and ownership.

• Own the GTM tech stack end to end across marketing, sales, and customer success.
• Build executive-level revenue analytics connecting the full customer lifecycle.
• Lead a high-performing team of systems, data, and analytics professionals.

Abnormal protects the humans behind the world's most critical organizations from AI-powered cybercrime. The high-growth, AI-native company has over 5,000 enterprise customers, roughly $380M in ARR, and a culture focused on innovation and trust.

• Own the vision, strategy, architecture, and roadmap for all GTM systems across Sales, Marketing, and Customer Success.
• Rebuild the GTM data foundation with scalable account hierarchies, routing, enrichment, and governance standards.
• Lead a team of senior systems experts and deliver reliable, simplified tooling and automation across the revenue lifecycle.

LaunchDarkly is a feature management platform that helps developers release software safely and gradually. The company values high trust and transparency, fostering a humble, collaborative, and inclusive team culture.

• Build relationships with important internal and customer stakeholders, including c-suite decision-makers.
• Create a long-term account strategy aligned with customer goals.
• Collaborate with internal teams to meet customer needs and act as a trusted advisor.

Zscaler accelerates digital transformation with its Zero Trust Exchange platform, protecting customers from cyberattacks and data loss by securely connecting users, devices, and applications anywhere. Distributed across 200+ public data centers globally, the company is an AI-native enterprise focused on amplifying human potential with machine intelligence and is driven by a culture of ownership, collaboration, and ongoing feedback.

• Own pipeline, forecast, and closed revenue for Salesforce, data, and AI across your territory.
• Sell AI-first using agents and AI tooling to research, prepare, and draft proposals.
• Quarterback solution architects and engineers to scope, estimate, and win deals.

Zennify is a data engineering and customer experience consultancy for regulated industries, delivering Salesforce, data, and AI solutions. We're a remote team with 750+ certifications, 600+ Salesforce projects, and a 4.9/5 CSAT, backed by Tercera and Salesforce Ventures.

• Manage complex, high-ARR accounts and drive growth through strategic partnerships.
• Lead complex renewals and pricing migration negotiations with judgment.
• Use AI tools daily to synthesize data and prepare executive conversations.

Workleap is a Montreal-based tech company creating simple products for the work experience, including ShareGate for Microsoft 365. Trusted by 15,000+ companies, we are builders who value intensity and autonomy.

• Oversee daily contract data reviews and remediation in Salesforce.
• Build quote-to-cash governance and enforce data standards with field teams.
• Manage contract specialists and support the CPQ to Revenue Cloud migration.

Instructure is an edtech company that creates intuitive products to simplify learning and personal development. It is a global team known for an inclusive culture where smart, creative people can grow and make an impact.

• Own the full sales cycle for our largest, most complex new business opportunities.
• Build and execute strategic account plans across multi-threaded buying committees.
• Partner with marketing, BDR, and product to drive enterprise pipeline and shape the go-to-market motion.

Qualio is an agentic quality and compliance management platform that helps regulated organizations get products to market faster. The team is all-remote, distributed across North America, Europe, and Australia, and committed to security, quality, and privacy.

• Assess the current Salesforce org within the first 90 days and deliver a prioritised simplification plan.
• Rebuild CPQ on a new product catalog so deals cannot be quoted without required components.
• Own the Salesforce-to-NetSuite integration and build system-enforced governance controls.

Experity provides software that empowers urgent care clinics across the U.S., making on-demand healthcare faster and more patient-focused. The company fosters a collaborative, team-first culture with flexible work arrangements and a commitment to employee growth.

• Own the full sales function: close founders and CEOs, coach setters, and keep the pipeline clean.
• Structure complex B2B deals across SaaS, ecommerce, lead gen, and professional services with data-driven qualification.
• Run forecasting, CRM hygiene, and market intelligence to scale a revenue system.

So Shall We partners with mid-market US owners and executives to drive bottom-line growth through consulting, full-stack execution, and aligned incentives. The company values honesty, clean pipelines, and a consultative, no-pressure sales approach.

• Own quote creation in Salesforce CPQ and manage pricing approvals across Sales, Finance, and Legal.
• Oversee the end-to-end quote-to-cash process, including renewals, contract validation, and revenue integrity.
• Drive process improvements and ensure audit-ready order handoffs to Billing and Revenue Operations.

Dragos is the global leader in operational technology (OT) cybersecurity, protecting critical infrastructure systems such as water, power, and hospitals. They are a remote-first, mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust.

• Support sales teams throughout the complete cycle, using data audits to ensure 100% compliance with policy and customer needs.
• Master Salesforce.com & CPQ infrastructure, manage daily approval processes, and analyze complex deal structures to balance flexibility with risk.
• Partner with Finance, Legal, and Professional Services to resolve transaction hurdles and optimize the Quote-to-Cash cycle.

Smartsheet empowers teams to manage work seamlessly and scale solutions, now uniting human teams with AI agents to automate tasks. The company values diverse perspectives and supports professional growth, with an inclusive, high-growth culture.

• Orchestrate, develop, and deliver compliant SOWs, proposals, and supporting materials for Services Sales teams.
• Partner with Services Sales, Advisory, Delivery, Legal, Finance, Sales Operations, and other groups to refine processes and standards.
• Qualify requests, analyze customer needs, and coordinate multiple projects to meet deadlines while mentoring junior team members.

ServiceNow is the AI control tower for business reinvention, helping 85% of the Fortune 500 work smarter, faster, and better. With an AI-native culture, the company empowers technology and talent to drive meaningful work.

• Design, build, and optimize Salesforce systems supporting the go-to-market organization.
• Configure Salesforce Enterprise Territory Management, quoting, and CPQ processes.
• Build integrations between Salesforce and GTM tools like ZoomInfo and Apollo.

Keeper Security is a rapidly growing cybersecurity software company protecting thousands of organizations and millions of people globally. It employs a sizable workforce and fosters a culture of innovation and collaboration.