Director, Pricing Strategy and Operations

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Summary of the Role and Team

As Director of Deal Desk & Pricing you will lead and scale Varicents Deal Desk function serving as the central authority for deal governance pricing operations quote-to-booking processes and commercial execution. Youll work closely with Sales Customer Success Renewals Finance Legal Product and Revenue Operations to drive pricing accuracy data integrity operational efficiency and compliance throughout the customer lifecycle. This role combines strategic leadership with hands-on execution youll establish the processes governance frameworks systems alignment and team structure that enable scalable growth. This is a people leadership role: youll manage and grow Deal Desk professionals while improving deal velocity profitability forecasting accuracy and operational excellence.

What You Will Be Doing

1. Lead and develop the Deal Desk team including coaching performance management capacity planning and workload prioritization.
2. Establish and run Deal Desk operating processes: deal intake approvals escalations service-level expectations and stakeholder communications.
3. Own quote-to-booking governance for new business renewals expansions and cross-sell opportunities ensuring pricing accuracy and policy compliance.
4. Work with Sales and Customer Success on deal structuring pricing decisions exception management and commercial approvals.
5. Maintain data integrity and system alignment across Salesforce CPQ platforms pricing tools and related commercial systems.
6. Partner with Finance on forecasting activities revenue recognition requirements commercial risk assessments and audit readiness.
7. Build and maintain governance frameworks policies documentation and enablement resources that drive consistent business practices.
8. Lead process improvement and change management initiatives to reduce deal cycle times and improve scalability and reporting quality.

What You Bring

1. Demonstrated expertise in Deal Desk Pricing Revenue Operations Commercial Operations FP&A Commercial Finance or related business functions (typically gained over 1012 years)
2. Experience leading teams programs or cross-functional operational functions (typically 5 years)
3. Experience with complex B2B sales motions including new business renewals expansions and cross-sell transactions
4. Expertise in Deal Desk operations pricing governance quote-to-booking workflows commercial approvals and process design
5. Experience working with Salesforce DealHub CPQ or comparable CPQ/CRM platforms
6. Solid grasp of how pricing structures commercial terms ACV and contract structures impact forecasting and revenue recognition
7. Strong analytical and problem-solving skills with a track record of using operational data to improve business processes and decisions
8. Ability to influence senior stakeholders across Sales Finance Legal Customer Success Product and Revenue Operations

Success Outcomes

First 90 Days

• Build a working understanding of Varicents pricing structure commercial processes systems landscape and quote-to-booking workflows.
• Establish strong relationships with Sales Customer Success Finance Legal Product and Revenue Operations stakeholders.
• Assess current Deal Desk processes governance controls approval workflows and reporting capabilities.
• Identify opportunities to improve deal execution efficiency data quality and process consistency.

Within 6 Months

• Roll out clear governance frameworks approval structures and operational standards across the Deal Desk function.
• Raise quote quality pricing accuracy and first-pass approval rates while cutting rework and processing delays.
• Set up consistent forecasting workflows with Finance using Deal Desk insights and commercial data.
• Strengthen data integrity and alignment across Salesforce CPQ platforms pricing tools and related systems.
• Develop scalable team operating rhythms and performance metrics aligned to business objectives.

Within 12 Months

• Position Deal Desk as a go-to strategic partner across Go-To-Market Finance and Executive teams.
• Show measurable gains in deal cycle times pricing governance compliance and forecasting accuracy.
• Deliver scalable quote-to-booking processes that support growth while maintaining strong controls and audit readiness.
• Build a high-performing Deal Desk organization with clear accountability and operational excellence.
• Create a sustainable operating model that supports revenue growth profitability objectives and commercial scalability.

This posting is for aexisting vacancy.

This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Our AI tools are designed to complement not replace human decision-making.

Overview of Benefits:

• Health & Wellness Comprehensive medical dental and vision coverage tailored to your local needs
• Time Off PTO and public holidays to rest recharge and do what matters most
• Volunteer Days Dedicated time to give back and support the communities that matter to you
• Ignite Days Dedicated learning days to support continuous growth skill development and professional learning
• Financial Compensation that reflects your market and your value
• Retirement Retirement plans designed to help you build long-term financial security
• Tuition Assistance Invest in your growth with support for continuing education and professional development
• Flexibility Work where you thrive with remote and hybrid options available across most regions