Director, Deal Desk (Remote, USA)

Grafana’s GTM organization is looking for a Director, Deal Operations. Reporting to our VP, Revenue Operations, you will own the global Deal Desk team and Quote-to-Cash process, leading the overall strategic direction and execution of all aspects of deal support. This is a leadership role that includes direct reports in multiple time zones on different continents. To be successful, you will be able to operate in an unstructured, fast paced environment as you help build the foundations for our future growth. 

You are an entrepreneurial and industrious leader that thrives collaborating with teammates that challenge you to grow every day. Your experience has given you the balanced ability to put a hard technical problem under a microscope without losing sight of the bigger picture and long term strategy. You effectively prioritize those things that are important and urgent (instead of just doing more) and you help your team to do the same to make sure the right work gets done. Importantly, your fulfillment as a leader comes from celebrating the growth and success of your team members. 

Responsibilities:

• Partner in a trusted advisor capacity with finance, IT, marketing and senior Sales Leadership to design and automate business processes to build scale and efficiency
• Develop and implement policies and procedures to ensure deal integrity and cleanliness in Salesforce and other systems of record
• Collaborate with Sales leadership to effectively coordinate and manage month and quarter end deal closure
• Manage our Quote-to-Cash process, and ensure compliance with internal controls
• Assist regional Deal Desk team members in deal structuring, contract reviews, approvals, and order management
• Review, approve and document all non-standard commercial terms
• Work with cross functional teams to align on new product releases and discounting strategy, product sales promotion/programs, and acquired entity integration plans

Requirements:

• 8+ years of experience in deal desk, pricing, collections, and billing in enterprise B2B SaaS while taking on progressively more senior roles managing teams
• Experience building and leading a deal desk and/or Quote-to-Cash function
• Strong knowledge of deal structure and negotiation, bookings policies and revenue recognition for subscription models for both cloud and on-prem scenarios
• Past success building and implementing process improvements and systems automation to drive efficiency
• Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis
• High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
• You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals
• Located in the US

In the United States, the base compensation range for this role is $168,000 - $201,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.