Lead, Deal Desk Strategy

ABOUT DRUVA

You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure. Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results. Visit druva.com [ and follow us on LinkedIn

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Role Purpose & Impact In this highly strategic role at Druva you will help lead and evolve the Deal Desk function. This is a high-impact role with high visibility in the company reporting into the VP, Operations, Office of CEO. You will partner and work closely with Sales, Legal, Pricing, Product, Order Management, and Finance to build processes, business systems, and infrastructure to help scale our organization to the next level, including driving deal velocity and reducing sales cycle times while maintaining compliance. What You’ll Do * Support and partner with global Sales leaders to maximize deal execution by providing guidance and support on contract negotiations (deal structure, discounting guidance, contract terms). * Leverage AI to further streamline and automate the process for deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, and communications. * Define and manage the internal workflows involved with the approval process of non-standard deals and actively collaborate with multiple departments to gather inputs for the deal. * Define key deal metrics and track deal data. Use business intelligence and leverage data to understand what's working and what's not, reporting on trends, risks, and areas for the business to improve on and working with cross-functional teams to implement changes. * Understand the market and competitive landscape and provide feedback to internal teams to enhance our products and drive improvements to our bundling, packaging, and pricing. * Provide “value engineering” to our Sales organization to ensure they understand the value proposition of our product and how best to position and sell our product to customers using pricing, bundling, and packaging tactics. * Identify systematic operational process improvements in Salesforce with other cross-functional teams and work closely with them to define, design, and deploy enhancements. * Maintain velocity and compliance for overall deal flow making sure contracts are complete, accurate, and adhere to our policies. * Develop strong collaborative relationships with key stakeholders across the organization, including in Sales, Legal. Pricing, Product, Order Management, and Finance. * Manage a high performing global team; dive deep into challenges to drive impact and immediate results.

WHAT MAKES YOU A GREAT FIT

* 8+ years experience in a Deal Desk role at a SaaS company; experience in Sales Ops and/or Pricing is a plus. * Skilled people leader with 3+ years of experience managing and scaling SaaS Deal Desk teams. * Experience working in a fast-paced company driving cross-functional collaboration. Prior experience at a high-growth start-up is a plus. * Strong understanding of Salesforce-based quote-to-order processes, Salesforce CPQ is a plus. * Experience leveraging AI tools to drive efficiencies across business processes. * Strong understanding of SaaS business model and revenue recognition is a plus. * Demonstrate the ability to go “above and beyond” in the support of our Sales teams and clients. * Strong collaboration and communication skills, including proven experience communicating effectively with senior leadership.

• Ability to work with a high degree of autonomy.
• Balance strategic thinking with the management of day to day operations.
• Flexibility in a fast-paced environment and implement processes that balance

the needs of the business and drive scale. * Ability to multitask and prioritize during times of high volume (i.e. quarter-end). * Effective EQ that is balanced with IQ to drive change and resolve business problems.

WHAT SUCCESS LOOKS LIKE

In this role, success means transforming the Deal Desk from a standard compliance checkpoint into a strategic lever that shapes pricing, packaging, and commercial strategy. You will act as a trusted partner to Sales, accelerating quote-to-close cycles and quickly resolving non-standard deals using a clear, cross-functional playbook. Within a year, you will have automated key parts of the approval process with AI, built reporting that gives leadership real visibility into deal health, and built a team that holds up under quarter-end pressure.

WHY YOU’LL LOVE WORKING HERE

Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on. If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.

WHAT WE OFFER

The pay range for this position is expected to be between $181,000 and $253,667/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

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