<div>Who we are: BigID is an innovative tech startup that focuses on solutions for data security, compliance, privacy, and AI data management. Were leading the market in all things data: helping our customers reduce risk, drive business innovation, achieve compliance, build customer trust, make better decisions, and get more value from their data. We are building a global team passionate about innovation and next-gen technology. BigID has been recognized for:  <ul> <li>BigID Named Hot Company in Artificial Intelligence and Machine Learning at the Global InfoSec Awards</li> <li>Citizens JMP Cyber 66 List of Hottest Privately Held Cybersecurity Companies</li> <li>CRN 100 list named BigID as one of the 20 Coolest Identity Access Management and Data Protection Companies (3 years running)</li> <li>DUNS 100 Best Tech Companies to Work for</li> <li>Top 3 Big Data and AI Vendors to Watch in the 2023 BigDATAwire Readers and Editors Choice Awards</li> <li>2024 Inc. 5000 list for the 4th consecutive year!</li> <li>Shortlisted for the 2024 AI Awards in the category of Best Use of AI in Cybersecurity</li> </ul> At BigID, our team is the foundation of our success. Join a people-centric culture that is fast-paced and rewarding: you’ll have the opportunity to work with some of the most talented people in the industry who value innovation, diversity, integrity, and collaboration.</div>Who we seek: We’re seeking a Deal Desk Director to lead our Deal Desk team. As the head of our Deal Desk function, you will lead the team responsible for deal pricing strategy, quote-to-cash process (QTC), CPQ automation, and all things #wins. You will collaborate with our stellar global Go-To-Market team, as well as Legal, Finance, and Operations, plus our executive leadership team. The ideal candidate has a history of hands-on solutions and a strong track record of automating the quote-to-cash process (including fulfillment), optimizing deal flow, pricing management, and working with Sales to close more deals faster &amp; more efficiently. What you’ll do: <ul> <li>Serve as the primary advisor to Sales on all deal-related matters, advising the team on alternative pricing options, contract objection-handling techniques, and/or value propositioning to help drive deal closures</li> <li>Own day-to-day quote management and related approvals, ensuring compliance with business policies</li> <li>Act as a point of escalation for deal-related matters; advise on approval processes, approving exceptions as necessary</li> <li>Create &amp; maintain an approvals matrix with the support of business leaders</li> <li>Assist sales in interpreting contractual language; draft custom language in collaboration with Legal when necessary</li> <li>Ensure deals comply with revenue recognition and operational policies; support fulfillment of deals for revenue recognition compliance</li> <li>Develop and drive initiatives to improve productivity, Deal Desk process, and company policies; simplify deal-related processes throughout the Sales organization; manage cross-functional projects to improve the entire quote-to-cash process</li> <li>Partner with Sales Operations, Enablement, and GTM Systems teams on overall process/system improvements, training, enablement, and other projects</li> <li>Deliver relevant training to new and existing Sales reps on working with Deal Desk, Closed Won process, and overall quote-to-cash best practices</li> <li>Administer quote-to-cash tech stack (including Salesforce CPQ), ensuring maximum adoption across teams; drive automation of QTC processes, implementing new software and software enhancements to support Sales needs</li> <li>Develop tools that help the Sales team effectively price and structure deals</li> <li>Be the subject matter expert for pricing; work with the Product &amp; Engineering teams to develop pricing for new features and maintain pricing collateral &amp; systems</li> <li>Be a sales-facing and occasionally customer-facing subject matter expert on deal structuring, processes, and policies</li> <li>Perform historical deal analysis to inform future pricing updates, discount guidance, and deal structures</li> <li>Manage a team of Deal Desk Analyst(s) / Manager(s)team</li> </ul> What you’ll bring: <ul> <li>7+ years of success managing a Deal Desk function in the B2B Enterprise SaaS Industry / at a high-growth SaaS startup (or, experience rocking Deal Desk as an individual contributor, and the hunger to take on a leadership role)</li> <li>Proven success partnering with GTM Teams and other cross-functional departments</li> <li>Strong experience in Channel and Direct Sales models (working with value-added resellers a plus)</li> <li>Strong experience in contract/legal negotiations with enterprise customers and working with enterprise sales teams</li> <li>Strong understanding of software revenue recognition and quote-to-cash process</li> <li>Highly organized, customer-focused, innovative, and strong attention to detail</li> <li>Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills</li> <li>Excellent communicator, self-aware, transparent, professional, and open to feedback</li> <li>Ability to multitask and prioritize at times of high volume (i.e. End of Month/End of Quarter), while keeping cool under pressure</li> <li>Strong quantitative skills and highly proficient in G Suite, Salesforce.com, and CPQ (such as Salesforce CPQ or other tools)</li> <li>Strong management and mentorship skills, including a proven track record of helping direct reports grow &amp; develop in their careers</li> <li>Ability to function independently as well as within a team effectively and efficiently</li> </ul> Our Values: We look for people who embody our values - Care, Do, Try &amp; Shine. <ul> <li>Care - We care about our customers and each other</li> <li>Do - We do what it takes to make a positive impact</li> <li>Try - We try our best and we don’t give up</li> <li>Shine - We shine and make it our mission always to stand out</li> </ul> The annual base salary range is $160,000 – $185,000. Actual salaries will vary and are based on a candidate’s qualifications, skills, and competencies. Salary is just one component of our Compensation Philosophy. Variable/Bonus Compensation &amp; Equity Incentives align with individual and company performance. BigBenefits:  💻 Work from home with a global remote-first community 🏆 Global Culture Corner 🏝️ Flexible PTO and Quarterly Volunteer Days 💸  Equity Participation 🏥 100% employer-covered medical, dental, and vision options available to you 🐶 Additional insurance benefits like pet insurance and legal assistance  📚 Learning &amp; Development Opportunities  💰 Fidelity Employer Sponsored 401K  🍼 Paid Parental Leave <h4>#LI-Remote</h4> <h4>#LI-YD1</h4><div>We’re committed to creating a culture of inclusion and equality – across race, gender, sexuality, and disability – where innovation and growth thrive, every voice is heard, and everybody belongs. Learn more about us <a href="https://www.linkedin.com/company/bigid/life/1ebcf6b2-34ec-4fda-b860-8390551a5f57/?viewAsMember=true">here</a>. <a href="https://bigid.com/job-candidate-privacy-notice/" target="_blank">Job Candidate Privacy Notice</a> Must be able to exercise independent judgment with little or no oversight. BigID is an E-Verify Participant.</div>