Discounting & Deals Desk Lead

The Discounting & Deals Desk Lead is the go-to expert for structuring and approving non-standard sales deals. You will lead the end-to-end deal review process, partnering closely with Sales, Finance and Legal to make sure every proposal meets pricing, margin and revenue-recognition policies while still helping reps close business quickly. Your analytical skills, commercial acumen and clear communication will ensure profitable growth and a smooth quote-to-cash experience for both our internal teams and customers. Key Responsibilities: Own the daily operation of the deals desk - review pricing requests, discount levels and contract exceptions, providing clear guidance or approval. Advise sales teams on optimal deal structures, payment terms and commercial levers that protect margin and revenue goals. Coordinate cross-functionally with Finance for revenue policy alignment and with Legal for contract language and risk mitigation. Maintain and improve CPQ and other quote-to-cash tools - create guardrails, workflows and approval matrices that scale with volume. Monitor deal metrics (cycle time, discount trends, margin impact) and deliver actionable insights to sales leadership. Serve as an escalation point for complex, high-value or strategic deals, negotiating directly with sales leaders when needed. Develop and document standard operating procedures, playbooks and training materials for sales reps and junior deal desk analysts. Manage and mentor a small team of deal desk analysts, setting performance targets and fostering continuous improvement.