Head of Deal Strategy & Operations

As a key member of Airtable’s Sales & Customer Engagement leadership, our Head of Deal Strategy & Ops will mature and scale our Deal Desk team and their cross-functional efforts. You will have functional ownership of a Deal Strategy & Operations team, acting as a trusted partner across Sales, Customer Success, Finance, Marketing, Product and Systems. You will own and evolve quote-to-cash and order management strategy and operations, as well as collaborate deeply with cross-functional leaders on pricing & packaging and new product introduction efforts upstream. With a focus on building and delivering standardized, repeatable processes to accelerate deal velocity and optimize revenue, you will be critical to supporting Airtable’s growth in the enterprise space.

• Lead a high-performing and scalable deal desk function, operating as a trusted partner to Sales across all stages of the sales cycle (including but not limited to deal structure, quote generation, approvals, and rev rec and legal compliance)
• Drive optimal pricing and deal negotiations at scale, including championing non-standard deals throughout the contracting cycle and approval process 
• Act as a subject matter expert on deal structure and pricing best practices, as well as future or optimal pricing and monetization models
• Streamline the CPQ process for accuracy, efficiency and repeatability 
• Identify gaps and implement adjustments to policies, processes and systems in support of revenue compliance during the contracting process and sales productivity (growing deal size, increasing frequency of expansions, helping reps win deals).
• Drive awareness and adherence in deal negotiations to Airtable’s established pricing and discount guidelines
• Drive cross-functional collaboration with key stakeholders across Sales, Sales Operations, Revenue and Billing, Pricing, Product, Legal 
• Develop and maintain awareness of customer needs and market insights in relation to pricing and deal strategy
• Analyze and report on pricing trends and insights, formulating recommendations and influencing our GTM strategy

• You are a tenured, senior professional with at least 5+ years of experience in a Deal Desk, Sales Operations, or Contract Management role at a B2B SaaS company  
• You have 3+ years of tenure in a dynamic, high-growth SaaS environment  
• You’ve been part of the pre-to-post CPQ journey and have depth of experience working within Salesforce (Steelbrick)
• You bring expertise in developing and implementing best practices in deal strategy and negotiation at scale for enterprise-grade contracts
• You’re an inspirational leader with the ability to build, develop, and elevate your team to a best-in-class deal desk function
• You lean into problem-solving, educating, and providing an empathetic but opinionated perspective that drives alignment across partners and teams
• You take a proactive, consultative approach, building trust consistently and quickly
• You approach building and coaching with an enthusiastic, hands-on mentality 
• You’re confident operating autonomously and comfortable escalating when required
• You’re data-driven. You seek and act on new information, adjusting tactics and strategy as necessary 

What We Offer 

• We have your medical, dental, and vision insurance 100% covered (and your dependents covered at 80%)
• High deductible health plan available with health savings account contribution
• Complimentary One Medical membership for individuals and dependents
• Monthly “Lifestyle Wallet” to use for benefits like personal fitness (e.g., gym memberships, fitness equipment, etc.) to pet care to nutrition coaching, and more.  
• Complimentary mental health support via Modern Health Family planning support (fertility, adoption, and surrogacy)
• Flexible and generous time off and sick time benefits
• 16 weeks of parental leave
• Annual Learning & Development wallet to support your career development
• Emergency backup care for dependents 

Airtable’s powerful Connected Apps Platform (CAP) is designed to break down data silos and connect data, people and workflows across the enterprise, so everyone is using the same source of truth. It's easy to start building on Airtable, and endlessly extensible: anyone can create and automate apps that perfectly fit their needs.  Founded in 2012 and headquartered in San Francisco, Airtable powers teams at more than 300,000 organizations around the world.