DescriptionAbout the Role & Hiring ManagerI joined Zenity for the rare chance to define a new security category and to build the revenue engine behind it. The complexity of the problem, the strength of the team, and the pace of growth made it an easy decision.
As a leader, I value ownership, direct feedback, and accountability. Our team operates with urgency and high standards, and I expect real ownership of outcomes, proactive communication across teams, and a bias toward measurable impact. I'd rather you flag a risk early and challenge an assumption thoughtfully than wait for perfect information.
This role plays a critical part in our next phase of growth. You'll build the commercial governance that lets us move quickly without sacrificing control: the pricing and packaging guardrails, approval frameworks, deal structures, and quote-to-cash processes that sit underneath every customer and partner agreement. This is not a contract review role. You'll sit at the center of Sales, Partners, Customer Success, Finance, Product, and Legal, turning commercialization strategy into an executable plan and directly influencing how large enterprises secure and govern AI agents.
What You'll Do- Build the commercial governance framework: Design and own the pricing and discounting guardrails, approval matrices, and escalation paths that let the field move fast with autonomy while protecting margin, revenue quality, and risk, and evolve them as the business scales
- Run Deal Desk as a strategic function, not a review queue: Act as a trusted advisor to Sales leadership on deal structure, packaging, and terms, shaping deals early so they close faster and set the right precedent for the business
- Drive the commercialization plan: Translate company strategy into an executable roadmap for pricing and packaging, aligning Sales, Partners, Customer Success, Finance, Product, and Legal on priorities and driving accountable through delivery
- Be the connective tissue across the business: Bring Sales, Partners, Customer Success, Finance, Product, and Legal together to resolve trade-offs (growth vs. margin, speed vs. risk, flexibility vs. standardization) and drive decisions that work for the whole company
- Turn pricing and packaging into repeatable offers: Work with Product and Finance to shape licensing, pricing, and packaging models for a new category, using deal data and market feedback to inform how they evolve
- Own quote-to-cash end to end: Streamline the path from quote to booking and billing across Sales, Finance, and Legal, improving cycle times, data integrity, and the customer and seller experience
- Establish contracting and revenue standards: Partner with Legal on standard terms, fallback positions, and playbooks so routine deals move fast and only true exceptions escalate. Partner with Finance on revenue recognition, forecasting inputs, margin analysis, and deal reporting
- Enable Partner and Customer Success motions: Build commercial frameworks for channel and marketplace deals, renewals, expansions, and multi-year agreements that scale with the business
- Use AI to improve how we operate: Apply AI tools and automation to deal analysis, approval routing, contract workflows, and reporting so the commercial engine scales
- Enable the field: Create playbooks, training, and self-service resources so sellers structure and submit deals correctly
- Drive measurable impact through metrics such as deal cycle time, approval turnaround, discount discipline, forecast accuracy, and contract and booking quality, and use the insights to inform leadership decisions
RequirementsWhat You've Done- 10+ years in Deal Desk, Commercial Operations, Revenue Operations, or Sales Operations at a B2B SaaS company, with hands-on experience structuring complex enterprise deals.
- Deep working knowledge of SaaS pricing, packaging, and contract structures, including multi-year, usage-based, and channel or marketplace deals.
- Strong understanding of quote-to-cash, CPQ, CRM (Salesforce preferred), and revenue recognition fundamentals..
- Proven ability to build, not just maintain, systems, processes, or relationships. You've stood up approval frameworks, playbooks, or operating rhythms where none existed
- Demonstrated ability to influence senior stakeholders across Sales, Finance, Legal, Product, and Customer Success without direct authority.
- Strong analytical skills, with comfort building business cases, margin models, and deal analyses.
- Comfort operating in evolving, fast-moving environments, with sound judgment on when to hold the line and when to flex.
- Strong communication and collaboration skills.
- Ownership mindset with accountability for outcomes.
What We Look For At ZenityYou take ownership of outcomes and communicate proactively across teams. You're comfortable in an evolving environment where the playbook is still being written, and you use sound judgment to decide when to hold firm and when to adapt. You give and take direct feedback.
Interview ProcessOur interview process is designed to be transparent, conversational, and focused on real-world experience.
- Recruiter Screen (30 minutes) - Learn more about Zenity, the role, and how we work.
- Hiring Manager Interview (45-60 minutes) - A deeper discussion about your experience and approach.
- People Team Interview (45 minutes) - A conversation focused on collaboration, work style, and alignment.
- Team Interview (30-45 minutes) - Meet potential teammates and explore team dynamics.
CompensationThe expected base salary range for this role is $200,000-$230,000 depending on experience, skills, and location. In addition to base compensation, this role may be eligible for equity and performance-based incentives..
