The Lead Deal Desk Analyst operates as an advanced deal desk professional with broad ownership of complex deal structuring, pricing strategy, and quote-to-cash process optimization. This role applies deep expertise in deal analysis, contract workflows, and system capabilities to drive efficiency, scalability, and accuracy across the deal lifecycle. The Lead Deal Desk Analyst partners closely with Sales, Finance, Legal, and RevOps to influence deal outcomes, remove process bottlenecks, and enhance deal velocity. This position requires strong independent judgment, cross-functional influence, and accountability for improving both individual deal quality and overall process effectiveness.
Key Responsibilities & Duties:- Lead the review, structuring, and approval coordination of the most complex, high-value, and non-standard deals in the pipeline.
- Serve as an informal team lead - providing guidance, deal reviews, and day-to-day mentorship to IC1 and IC2 team members.
- Act as the primary point of contact for enterprise and strategic accounts requiring bespoke pricing, contract structures, or commercial terms.
- Develop and refine internal deal desk processes, playbooks, and templates in partnership with the Director.
- Collaborate with Legal to navigate complex contract negotiations, redlines, and non-standard terms; escalate appropriately.
- Evaluate deal economics including margin impact, payment terms, multi-year discounting, and revenue recognition implications.
- Maintain and improve the deal approval matrix, ensuring governance keeps pace with business growth and product expansion.
- Partner with Finance on forecasting, period-end deal management, and ensuring deal closure timelines align with revenue targets.
- Represent the Deal Desk in cross-functional initiatives including new product launches, pricing changes, and go-to-market updates.
- Identify and flag systemic deal quality issues or policy gaps and propose solutions.
Qualifications:- 6+ years of experience in deal desk, sales operations, finance, or comparable roles in a rapidly growing SaaS company. FinTech experience helpful.
- Bachelor's degree in Finance, Business, Economics, or related field preferred or equivalent work experience
- Advanced knowledge of deal structuring, pricing strategies, ELA's and contract processes
- Expertise in Salesforce CPQ and related tools
- Solid grasp of revenue recognition principles and ability to flag ASC 606 risk in deal structures.
- Natural communicator who can credibly engage with and push back on senior Sales stakeholders.
- Strong understanding of quote-to-cash lifecycle and dependencies
- Effective stakeholder management and cross-functional influence skills
- Ability to operate independently in complex and ambiguous environments
- Strong problem-solving skills with sound business judgment
Desired Skills:- Experience in SaaS or FinTech, or other high growth environments
- Demonstrated ability to mentor peers and lead by example in a team environment.
- Familiarity with revenue recognition and financial implications of deal structures
- Experience with automation or workflow optimization tools
- Experience leading cross-functional initiatives or system implementations
The salary range for this position is: $98,000 - $123,000
Cool Things to KnowNot Just Any Company: Alkami has an awesome diverse and inclusive environment. We have a FUN culture and offer great benefits, including remote-first environment, unlimited paid time off, 401(k) with employer match, and more.
Work Authorization: We cannot offer employment sponsorship at this time. Candidates must be eligible to work in the US for full-time employment.
Recruiters: We are not looking for outside recruiting firms to help us in this search. Thank you for understanding.
Pay Transparency: As of January 1, 2023, new states and locales have enacted pay equity laws that require more pay transparency by employers in the following states: California, Colorado (effective January 1, 2021), Connecticut, Maryland, Nevada, New Jersey, New York, Ohio, Rhode Island and Washington.
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