Sr Deal Desk Analyst

Role Description

We’re looking for a Sr Deal Desk Analyst to manage and streamline our end-to-end deal workflow. In this role, you’ll be the main coordinator between Sales, Legal, and Finance, making sure deals are structured correctly, compliant with pricing and discounting policies, and aligned with revenue goals. You’ll help accelerate deal velocity, support our growth, and empower the sales team to win.

Key Responsibilities:

• Commercial Deal Strategy & Pricing Governance
  • Lead commercial deal structuring for new business, renewals, and expansions.
  • Own the pricing and discounting policy framework, defining guardrails, exception processes, and approval thresholds in partnership with Finance and the CRO.
  • Model deal economics and scenario analysis to influence executive decision-making on strategic and non-standard opportunities.
  • Develop concession frameworks that protect margin while empowering reps to close competitively.
• Cross-Functional Deal Coordination
  • Serve as the central coordinator across Sales, Finance, Legal, Product, and Executive leadership to ensure complex opportunities progress efficiently through approval workflows.
  • Act as a trusted strategic advisor to AEs and sales leadership — not just a reviewer, but a partner who actively helps structure and win deals.
  • Build and maintain operating rhythms, SLAs, and escalation paths that keep deal velocity high without sacrificing governance.
• Contract, Quote & Approval Management
  • Own quoting processes end-to-end in HubSpot and future CPQ tooling — standardizing templates, order forms, MSAs, and amendment workflows.
  • Enforce pricing, discounting, contracting, and risk-management policies; ensure exceptions are documented, escalated, and approved appropriately.
  • Support channel and partner-specific quoting rules and terms; maintain partner deal registration and co-sell governance.
• CRM Hygiene & Revenue Data Integrity
  • Ensure opportunity records are complete, accurate, and compliant — maintaining high-quality CRM data that underpins forecasting, revenue recognition, and operational reporting.
  • Design and implement data quality standards and audit processes; partner with Sales Ops to enforce pipeline hygiene across the team.
  • Build dashboards and reporting that give leadership real-time visibility into deal velocity, quote-to-close rates, and pipeline health.
• Provisioning & Post-Sale Execution
  • Oversee SaaS license provisioning post-sale, including tenant setup, portal account creation, user role assignments, and environment configuration per contract specifications.
  • Drive provisioning automation efforts to reduce manual effort and accelerate time-to-value for customers.
  • Own the handoff documentation and process from Deal Desk to Customer Success, ensuring CSMs have the context they need from day one.
• Process Design & Scalability
  • Audit existing deal processes and identify gaps; design and implement scalable, documented workflows that can support Airlock's growth across North America, EMEA, and APAC.
  • Build and maintain the Deal Desk playbook — policies, templates, escalation guides, and training materials for the sales team.
  • Deliver enablement sessions to equip AEs with the knowledge to self-serve on standard deals and escalate efficiently on complex ones.
  • Evaluate and implement tooling improvements — CPQ, CLM, and CRM integrations — to reduce friction in the quote-to-cash process.

Qualifications

• 8–10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or Finance within a fast-growing B2B SaaS or technology company.
• Demonstrated track record of operating at a senior/strategic level — independently leading programs, advising sales leadership, and influencing outcomes without requiring day-to-day management.
• Experience building or significantly improving Deal Desk processes from the ground up — not just inheriting and maintaining them.
• Exposure to cybersecurity, infrastructure software, or enterprise security markets is a plus.
• Must have startup experience.

Requirements

• Deep understanding of SaaS pricing models, discounting mechanics, contract structures, and revenue recognition principles (ASC 606 familiarity preferred).
• Hands-on experience with CPQ systems; HubSpot CRM experience is highly valued.
• Strong proficiency in deal modeling — comfortable building financial scenarios in Excel Sheets and translating them into actionable recommendations.

Benefits

• Salary range of USD $120,000-$150,000.
• Medical, dental, and vision insurance.
• 401K Plan with 4% Company Match.
• Life and Disability Programs.
• Paid Parental Leave.
• Paid time off and Paid Holidays.
• Volunteer and Birthday Time off.
• Home Office Allowance.