Director, Deal Strategy

About Highspot

Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.

About the Role

The Revenue Operations team at Highspot is at the intersection of marketing, account development, sales, services, legal and finance. Revenue Operations works to strategically optimize the effectiveness and efficiency of our go-to-market (GTM) teams. In other words, we impact the top-line and the bottom-line.

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. 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, legal and finance leadership by providing deal strategy, structuring and execution of innovative transactions.

What You'll Do

• Build, mentor and lead a high-performing Deal Desk team
• Be an integral member of product launches, ensuring SKUs are created, the field is enabled and the Deal Desk team is prepared
• Ensure deal desk processes support the successful launch and scaling of new products
• Provide training and development opportunities to enhance team capabilities and performance
• 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
• Collaborate with executive leadership to define deal objectives, priorities & success metrics for deals
• Collaborate with sales, finance, legal and product teams to structure competitive and profitable deals, being proactive and leading from the front, determining how to get to “yes” and a win-win for the company as well as our prospects and customers
• Work extremely closely with sales leadership to understand deal requirements and provide support for complex negotiations, with the ability to think strategically and outside of the box
• Serve as a key point of contact for internal stakeholders on deal-related matters, including escalations
• Identify opportunities to streamline and automate deal desk processes to improve efficiency and accuracy
• Collaborate with product, marketing & sales teams to develop and execute go-to-market strategies for new products including downstream implications for quoting and SKU development
• Ensure all non-standard business terms are reviewed, approved, and properly documented
• Anticipate Sales teams’ business needs through participation in events such as pipeline review calls and forecast calls
• 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

• Bachelor’s degree in Business, Finance, or a related field
• 10+ years of experience in deal desk, sales operations, or related roles.
• Strong understanding of deal structuring, pricing strategies, contract management
• Strong collaboration capabilities across departments, often with competing interests, but all aligned in winning the business (win-win mentality)
• Excellent analytics, problem-solving, and decision-making skills
• Strong proficiency with CRM (Salesforce), including/especially CPQ, and other deal desk related tools and technologies (e.g., Lexicon)
• Experience with maintaining the company’s price book (SKU’s, product descriptions, pricing, and the like)
• 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 of successfully working with c-suite executives with strong communications and presentation development

This position is available either in-office or remote, as applicable, at the following locations:

• Arizona - Remote
• Arkansas - Remote
• California - Remote
• Connecticut - Remote
• Florida - Remote
• Georgia - Remote
• Idaho - Remote
• Illinois - Remote
• Maryland - Remote
• Massachusetts - Remote
• Michigan - Remote
• Minnesota - Remote
• Missouri - Remote
• Montana - Remote
• Nevada - Remote
• New Hampshire - Remote
• New Jersey - Remote
• New York - Remote
• North Carolina - Remote
• Ohio - Remote
• Oregon - Remote
• Pennsylvania - Remote
• Tennessee - Remote
• Texas - Remote
• Utah - Remote
• Virginia - Remote
• Washington - Remote
• Washington - Seattle
• Washington, D.C. - Remote
• Wisconsin - Remote
• #BI-Remote

Base salary range: $156,522 - $234,783

Employees may also be eligible for bonuses, stock options, and other forms of compensation.

The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.

Highspot also offers the following employee benefits for this position:

-Comprehensive medical, dental, vision, disability, and life benefits

-Health Savings Account (HSA) with employer contribution

-401(k) Matching with immediate vesting on employer match

-Flexible PTO

-8 paid holidays and 5 paid days for Annual Holiday Week

-Quarterly Recharge Fridays (paid days off for mental health recharge)

-18 weeks paid parental leave

-Access to Coaches and Therapists through Modern Health

-2 volunteer days per year

-Commuting benefits

#LI-KG1

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.

Did you read the requirements as a checklist and not tick every box? Don't rule yourself out! If this role resonates with you, hit the ‘apply’ button.