Director, Deal Desk

Overview Ready to be a Titan? ServiceTitan is on a mission to power the trades. Our platform enables home and commercial service businesses to operate more efficiently, grow revenue, and deliver exceptional customer experiences. As the leading software platform in our category, we are building the operating system for the trades—and we are still in the early innings of that journey. The Role We are seeking a Director of Deal Desk to lead and scale the Deal Desk function at ServiceTitan. This role operates at the center of our go-to-market organization, partnering closely with Sales, Finance, Legal, Pricing and Packaging, and Revenue Operations to structure, optimize, and execute complex commercial agreements. The Director will play a critical role in accelerating deal velocity while ensuring alignment with pricing strategy, margin targets, and revenue recognition requirements. This is a highly visible leadership position that requires strong business judgment, cross-functional influence, and operational rigor. The ideal candidate will bring both strategic perspective and hands-on execution, with a focus on building scalable processes across the quote-to-cash and order management lifecycle. What you\'ll do Deal Strategy & Execution Partner with Sales leadership on complex, high-value, and non-standard transactions Structure agreements that balance customer value with long-term company economics Serve as a key escalation point for pricing, discounting, and contractual considerations Pricing, Discounting & Governance Develop and enforce pricing and discounting frameworks aligned to company objectives Establish clear approval guidelines and governance models Ensure consistency, transparency, and compliance across all deal structures Order Management & Quote-to-Cash Excellence Ensure seamless translation of closed deals into orders, billing, and revenue recognition Partner closely with Accounting to uphold ASC 606 compliance and revenue integrity Lead enhancements to order management processes and systems Drive alignment across CPQ, CRM, and downstream financial platforms Cross-Functional Leadership Act as a strategic partner to Sales, Finance, Legal, Revenue Operations, Pricing and Packaging, Corporate Engineering, and Product teams Facilitate efficient and well-informed decision-making across stakeholders Partner closely with the Chief Accounting Officer on risk management, compliance, and scalability Operational Effectiveness Design and implement processes that improve d eal velocity while maintaining control Identify inefficiencies and drive continuous improvement across the deal lifecycle Leverage data and analytics to inform pricing strategy, discount trends, and deal performance Team Leadership Build, develop, and lead a high-performing Deal Desk team Establish clear performance expectations, KPIs, and career development paths Foster a culture of accountability, collaboration, and operational excellence What you\'ll bring 10+ years of experience in Deal Desk, Revenue Operations, Finance, or Sales Operations within a high-growth SaaS environment Demonstrated success supporting complex, multi-element SaaS transactions Strong expertise in order management and quote-to-cash processes Deep understanding of pricing strategy, discounting, and contract structuring Solid knowledge of revenue recognition principles (ASC 606) Experience partnering closely with Accounting and CAO organizations Hands-on experience with CPQ (Salesforce CPQ preferred), CRM, and billing systems Strong financial acumen with the ability to assess deal-level impact on company performance Proven ability to influence senior stakeholders and drive cross-functional alignment Nice to Haves Experience in vertical SaaS and/or SMB and mid-market segments Background in Accounting, Finance, Consulting, or Investment Banking Experience building or scaling Deal Desk functions in a high-growth environment Be Human With Us Being human isn’t about checking every box on a list. It’s about the experiences we have, people we meet, and the perspectives we share. So, if you have the skills but are hesitant to apply because of your background, apply anyway. We need amazing people like you to help us challenge the conventional and think differently about the problems that we’re solving. We’re in this together. Come be human, with us. Use of AI Technology We use technology, including automated and AI-assisted tools, to support certain aspects of our recruitment process. These tools are designed to improve efficiency and enhance the candidate experience. AI tools are not used to make hiring decisions; all hiring decisions are made by our hiring teams. What We Offer When you join our team, you’re not just accepting a job. You’re making a career move. Here’s how we’ll support you in doing some of the most impactful work of your career: Flextime, recognition, and support for autonomous work : Flexible time off with ample learning and development opportunities to continue growing your career. We offer a comprehensive onboarding program, leadership training for Titans at all levels, and other programs and events. Great work is rewarded through Bonusly, peer-nominated awards, and more. Holistic health and wellness benefits: Company-paid medical, dental, and vision (with 100% employer paid options and 90% coverage for dependents), FSA and HSA, 401k match, and telehealth options including memberships to One Medical. Support for Titans at all stages of life: Parental leave and support, up to $20k in fertility services (i.e. IUI and IVF), surrogacy, and adoption reimbursement, on demand maternity support through Maven Maternity, free breast milk shipping through Maven Milk, pet insurance, legal advisory services, financial planning tools, and more. At ServiceTitan, we celebrate individuality and uniqueness. We believe that the convergence of fresh perspectives and experiences from all walks of life is what makes our product and culture so great. We strongly encourage people from underrepresented groups to apply. We do not discriminate against employees based on race, color, religion, sex, national origin, gender identity or expression, age, disability, pregnancy (including childbirth, breastfeeding, or related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state or local laws. ServiceTitan is committed to fair and equitable compensation for all of our employees. We thoughtfully consider a wide range of factors when determining individual compensation, which may change over time. We comply with all applicable minimum wage laws. For candidates in the United States, the good faith salary ranges estimate for this role is Zone 1: $198,200 USD - $297,400 USD Applicable for: CA, CT, DC, MD, MA, NJ, NY, VA, and WA Zone 2: $185,300 USD - $277,900 USD Applicable for: All other US locations. International Compensation for candidates residing outside the United States will vary by location and will be discussed during the hiring process. Actual compensation within a range is determined by factors including relevant experience, skill set, qualifications, and performance. In addition to base salary, our total compensation package includes an annual bonus, equity, and a holistic suite of benefits. #J-18808-Ljbffr ServiceTitan