Director, Deal Desk, AMER

We are seeking an experienced Cloud Deal Desk leader to run our AMER Deal Desk. This is a player-coach role: the Director personally handles a significant share of the region's most strategic deals, working with the field to design value-based offers for many of Anaplan's largest customers, while also leading and developing the AMER team, serving as the trusted Deal Desk partner to GTM AMER leadership and Finance, and owning cross-functional projects that improve how we quote, contract, and close.

Responsibilities

Provide expert guidance to the Sales field and Sales Leadership on deal structuring, pricing, and contract management; Design value-based offers with the field and Product COEs; Participate in deal reviews with Sales and Sales Leadership; Review, interpret, and confirm contract terms and conditions with Finance and Legal; Draft, redline, and finalize contracts for Cloud Subscription Services; Lead the Deal Desk approach to cloud marketplace deals in AMER; Hold deal approval authority and act as final regional escalation point; Process deals in Salesforce and CPQ; Identify commercial, legal, financial, and revenue recognition risks; Participate in sales forecasting and end-of-quarter execution; Lead, coach, and develop the AMER Deal Desk team of 6; Set priorities and manage workload and coverage; Run performance management, hiring, onboarding, and training; Own and participate in cross-functional process improvements across Commercial Operations and Finance; Lead quoting and contracting process improvements, including CPQ and CLM workflows; Drive documentation, playbooks, and standard work; Support field enablement on policy changes, pricing and packaging updates, and new SKUs; Serve as primary Deal Desk contact for GTM AMER leadership and Finance; Own AMER adherence to deal approval, pricing, contracting, and revenue recognition policies; Ensure deal documentation is accurate, auditable, and complete

Requirements

7+ years of professional Deal Desk experience within SaaS; 3+ years of people management, ideally leading analysts or managers in a deal desk or commercial operations environment; Proven track record handling complex, high-value enterprise SaaS deals, including non-standard terms and multi-year structures; Excellent understanding of Deal Support topics: hybrid and consumption pricing, deal structuring, contracting, and order management, with familiarity with revenue recognition policies; Deep understanding of commercial legal terms and conditions; Outstanding business partnering skills, able to influence outcomes with the Sales field, Product COEs, GTM Legal, and Finance; Strong oral and written communication and excellent documentation skills; Strong proficiency with Salesforce (SFDC) and CPQ, including configuring, reviewing, and processing deals end to end; Proficiency with AI tools and agents, including Google Gemini; Strong Excel, contract review, and business writing skills

Nice to have

Conga experience; FP&A experience