Director, Deal Strategy (Remote)
About Highspot
Highspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, marketing leaders have deep insights and analytics into the performance and influenced revenue of content, campaigns, and marketing assets. What makes the solution special? It’s loved by sales reps globally, and is the #1 rated sales enablement platform on G2 Crowd.
We are committed to diversity as both a moral and business imperative.
About the Role
The Revenue Operations team at Highspot is at the intersection of marketing, account development, sales, services, and finance. Revenue Enablement and Revenue Operations work together to strategically optimize the effectiveness and efficiency of our go-to-market (GTM) teams.
We are growing fast and are looking for a leader to help build and scale a world-class Revenue Execution team. The Deal Strategy team provides GTM Leadership with data, reporting, and actionable insights to proactively manage and optimize business strategy, processes, and performance. As the leader, you will have a major impact on driving consistent and scalable growth at one of the fastest-growing software companies. You will have an incredible opportunity to combine business acumen, innovative analysis, and intellectual curiosity to drive strategic initiatives and business results.
In this role as Director - Deal Desk, you will collaborate with sales, legal, marketing, and G&A leadership by providing deal strategy, structuring and execution of innovative transactions.
What You'll Do
- Drive strategy and innovation with legal and finance teams on supporting the contract drafting process to help sales respond to customer feedback.
- Effectively define team goals and priorities around deal constructs, special pricing, operations, and revenue policies for addressing obstacles to deal closure and other sales escalations.
- Create and maintain a cohesive and high functioning team to coach Sales teams in the most efficient, best-practice processes and positions to expedite deal approvals, while protecting Highspot’s best interests.
- Ensure all non-standard business terms are reviewed, approved, and properly documented.
- Anticipate Sales teams’ business needs through regular participation in pipeline reviews and forecast calls.
- Continuously review deal progression and collaborate with stakeholders to ensure optimal deal cycle times and precise execution.
- Drive the scoping, design, and implementation of new internal projects and processes that are repeatable, scalable, and measurable related to Deal Desk optimization.
Your Background
- 10+ years of experience in customer order management, or contract management experience in a SaaS company.
- Experience leading and building a Deal Desk team. A hands-on leader, who knows how to apply the right level of situational guidance.
- Ability to react and pivot in ambiguous and changing environments.
- Strong ability to define, implement and execute on sales processes across global selling teams.
- Experience working with c-suite executives with strong communications and presentation development.
Benefits
Comprehensive medical, dental, and vision benefits
401(k) Matching
Paid parental leave
Flexible work and vacation schedules
Discounted ClassPass membership
Discounted phone plan through Verizon
2 volunteer days per year
Transportation benefits
Competitive compensation and stock options
Fully-stocked kitchen
Annual company-wide events
Meaningfully contribute to a compelling vision!
Equal Opportunity Statement
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.
Read through the requirements as a checklist and haven't ticked every box? Don't rule yourself out just yet. So if this role resonates with you, hit that apply button!