Director, Deal Desk

Responsibilities

• Develop and scale the North America Deal Desk team: Lead the regional team of Deal Desk experts, executing the global vision and direction, recruiting and developing team members, and establishing a customer-centric team culture focused on accountability, efficiency, and continuous improvement.
• Develop and deliver enablement & training: Aid in the development and deliver regular training and enablement programs for the North America sales and related teams on pricing, deal structures, quoting tools, and deal processes in conjunction with our GTM enablement team.
• Enable new product introduction and monetization: Collaborate with Product, Finance, Legal, and other GTM teams to launch new products and services, focusing on the regional implementation and execution of global packaging, pricing, deal structures, and process / systems needs for new offerings.
• Price book and SKU Management: Ensure regional governance and adherence to global price books, discounting and approvals guidelines, and SKU structures within North America.

Requirements

• Strategic thinker and problem solver who executes global pricing, discounting, packaging strategies and optimizes regional operational processes to support these within CPQ
• Proven ability to execute and optimize global pricing and deal management strategies within a region
• Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership
• 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies. Experience at late-stage transitioning to public companies is a plus.
• Experience leading and developing regional teams, with a track record of scaling Deal Desk teams in a fast-paced, high-growth environment.
• Strong expertise in CRM and CPQ systems, including developing regional business requirements for configuration.
• Understanding of revenue recognition principles (ASC 606) and other accounting implications of deals, including being able to evaluate how contract terms impact revenue recognition and ensure compliance with financial policies and audit standards.
• For roles with on-target-earnings (OTE), the

Benefits

Additional Information

The Director, NA Global Deal Desk at Navan is responsible for the operational execution and excellence of the regional Deal Desk function in North America, ensuring adherence to global policies, processes, and systems critical for scalable revenue growth. Reporting to the Head of Global Deal Desk, this role acts as a senior advisor on complex regional deal structures, pricing strategies, and negotiations, partnering closely with Sales, Finance, Legal, Billing, and Product teams. The ideal candidate has strong expertise in B2B SaaS deal operations and CRM/CPQ systems, familiarity with pricing governance and revenue recognition principles, along with proven experience leading and developing a regional team in a dynamic, growth-stage environment.

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