Senior Director FP&A Deals Desk (NAM)

Your Career

The Senior Director of FP&A Deals Desk (NAM) is a pivotal leader responsible for optimizing the financial performance of all North American commercial agreements. As the Head of NAM Deal Desk you will lead our centralized deal structuring pricing quoting and contracting function acting as a strategic partner to Sales Finance Legal and Product teams. You will build and scale a high-performing team define deal approval policies and governance and accelerate complex deal cycles while maintaining risk control and profitability.

This is an in office role 3 days/week in our HQ Santa Clara CA 

Your Impact

North American Deal Strategy & Execution

• Lead the North America Deals Desk FP&A function serving as the financial approver for all high-value non-standard and complex commercial transactions in the US and Canada.

• Develop region-specific pricing and discount strategies that align with NAM market dynamics competitive landscape and the companys long-term financial objectives.

• Provide sophisticated financial modeling and analysis for sales proposals assessing the impact of deal terms (e.g. pricing payment schedules volume commitments) on Gross Margin ARR and RPO as some of the KPIs.

• Accelerate deal velocity by streamlining the financial review and approval workflow for deals  while maintaining rigorous financial controls and governance.

• Drive financial accountability for regional bookings ensuring all commercial agreements adhere to US GAAP and company revenue recognition policies.

• Collaborate cross-functionally with Finance / Revenue Ops on revenue recognition forecasting margin analysis and deal economics

• Work with Legal to standardize terms review redlines and manage risk tradeoffs

• Analyze trends in discounting win/loss pricing sensitivity and deal outcomes; provide feedback and recommendations to GTM leadership

• Develop training enablement materials and playbooks for sales deal desk and cross-functional teams

• Leverage the use AI to automate repeatable deal workflows identify discount outliers and provide data-driven guidance that empowers teams to structure healthier deals.

Leadership and Process Improvement

• Manage and mentor a high-performing Deals Desk FP&A team fostering expertise in commercial finance deal structuring and North American market knowledge.

• Establish and enforce regional deal governance policies ensuring consistency and compliance across the US and Canadian markets while balancing regional competitive needs.

• Collaborate with Global/International FP&A teams to share best practices and ensure global consistency where appropriate while providing regional context to corporate strategy.

• Drive continuous improvement in deal desk processes and system utilization (e.g. CPQ/CRM enhancements) to increase efficiency and support high-volume growth.

Qualifications :

Your Experience 

• 10 years of progressive experience in Finance FP&A or Sales Finance with a minimum of 5 years of direct experience leading a Deals Desk or Commercial Finance function.

• Proven experience supporting a sales organization with a strong understanding of the US and Canadian business environments and contracting nuances.

• Bachelors degree in Finance Accounting Economics or a related quantitative field. An MBA or CPA is highly preferred.

• Strong track record in a SaaS Technology or recurring revenue business model environment.

• Expert-level financial modeling and analytical skills with a strong focus on revenue gross margin and working capital impacts of commercial terms.

• Deep knowledge of US GAAP and revenue recognition principles (e.g. ASC 606).

• Exceptional business acumen and the ability to partner with and influence senior sales leaders (VP SVP level).

• Excellent communication negotiation and presentation skills to convey complex financial issues to non-financial audiences.

• Proficiency with enterprise-level CRM/CPQ platforms (e.g. Salesforce Oracle).

Additional Information :

The Team

Youre looking for a career with a more fulfilling mission. We have open positions to top talent seeking a challenge. Our NAM Sales Finance team sits at an exciting intersection of a critical and rapidly growing industry supporting a sales organization that is poised to evolve and scale. If you have the relevant FP&A experience and acumen an innovative and proactive lean-in mindset to problem solving and a desire to help build a high-performing positive and inclusive team culture this could be the place for you! Our innovation doesnt stay in Research and Development. Within finance we seek people who are looking to try new things while solving business critical equations. If youre seeking a challenge with a world-wide impact this is it.

Compensation Disclosure

The compensation offered for this position will depend on qualifications experience and work location. For candidates who receive an offer at the posted level the starting base salary (for non-sales roles) or base salary commission target (for sales/commissioned roles) is expected to be between $241000- $332000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. 

Our Commitment

Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant accomplish our mission without diverse teams innovating together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need please contact us at  .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace and all qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Remote Work :

No

Employment Type :

Full-time