About the Team:SecurityScorecard's Deal Desk governs the quote-to-cash process for a $151M ARR cybersecurity leader targeting 25%+ growth. This role is the commercial backbone of the enterprise sales motion - ensuring every deal closes with the right structure, price, and terms. You will inherit a mature function mid-automation, a built playbook, and an experienced direct report, and focus your energy on optimizing, automating, and scaling what's already working.
You will be the enforcement layer between commercial ambition and financial discipline - partnering with Sales, Finance, and Legal to drive consistent deal governance while enabling the enterprise sales team to move fast. You will also manage the transition from Salesforce CPQ to Revenue Cloud Advanced (RCA), go-live mid-August 2026, and help define how SSC's deal function operates in a more automated environment.
About the Role:Deal Governance & Approval Operations- Own the end-to-end deal process: quota creation, quoting, approvals, and bookings across the enterprise portfolio
- Serve as the primary escalation point for non-standard and complex transactions - balancing business growth against financial and legal guardrails
- Operate and manage the CPQ-to-RCA transition, ensuring continuity and adoption through the mid-August go-live
- Enforce approval matrices and pricing guidelines consistently across deal types, segments, and regions
Commercial Excellence & Policy- Partner with Sales, Finance, and Legal to maintain and evolve deal policies, pricing frameworks, and discount guardrails
- Design and enforce a framework that allows flexibility for high-value enterprise negotiations without opening the door to precedent-setting exceptions
- Define, track, and report on KPIs that measure Deal Desk health: cycle time, exception rate, ARR per deal, approval SLA
Automation & Systems- Champion ongoing automation of deal approvals and quote workflows - moving from manual intervention to system governance
- Drive adoption of RCA and related tooling across Sales and CS; build training and enablement for process changes
- Manage Jira-based ticket workflows for the Deal Desk team, ensuring responsiveness and throughput
Team Leadership- Lead and develop 1 Deal Desk Analyst (Adriel), with intent to grow headcount as the function scales
- Build a culture of operational excellence, consistent discipline, and calm under pressure
- Collaborate with the VP RevOps and broader RevOps team on go-to-market strategy and commercial optimization
Required Qualifications:- Director level: 10+ years in Deal Desk, Revenue Operations, or related functions, with 5+ years in a leadership role
- Manager level: 5-8 years of relevant experience with demonstrated leadership or senior ownership of a deal desk function
- Deep understanding of SaaS pricing, discounting, ARR/NRR, and revenue recognition principles
- Salesforce CPQ experience required; RCA (Revenue Cloud Advanced) experience is a meaningful differentiator
- Proven track record holding the line on commercial policy while maintaining trusted relationships with Sales, Finance, and Legal
- Experience operating with difficult, high-performing salespeople - and a track record of pushing back respectfully and consistently
- Deal automation experience is a strong plus; AI-assisted deal management a differentiator
- Jira experience preferred
What We OfferA Deal Desk function that has done the hard work of building its foundation - and the opportunity to optimize, automate, and scale. SSC is $151M ARR, cash flow positive, and targeting aggressive growth. This role has direct visibility to the CEO, CRO, and new VP RevOps. The right person will define what commercial excellence looks like at SSC for years to come.
Benefits:Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!
The estimated total compensation range for this position is $170,000 - $220,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.
