Director of Deal Desk and Revenue Operations

GREAT opportunity to grow with rapidly growing company, Kaseya. This position has high visibility in the company. Kaseya is looking for a Revenue Operations leader to create and lead a new global Deal Desk function.  Lead team of process, financial, and revenue operations specialists to ensure the smooth operation of all deals, from inception through approval, product provisioning, to billing.  You will be responsible for ensuring that our sales contracts are aligned with our business objectives, pricing strategy, and revenue recognition policies. You will also collaborate with cross-functional teams to provide deal support, guidance, and coaching to our sales representatives. As the Director, RevOps – Deal Desk, you will report to the VP, RevOps – Deal Desk and manage a team of deal desk analysts and managers. 

You will set the vision, strategy, and standards for all the Kaseya SaaS subscriptions.  The team needs to be built from the ground up. An awesome opportunity to create a critical organization from its’ inception with your vision, process, and strategies.  You will be responsible for building effective teams and processes, fostering a culture of collaboration, innovation, and continuous improvement, and developing the skills and capabilities of your staff.  In this role, you will work closely with all business areas (Sales, Go to Market, Order to Cash, Finance, Legal, etc.) as well as with IT to develop innovative integrated solutions to automate the Deal Desk and Order flows.   

We are looking for someone who is self-motivated and a creative thinker with the ability to grasp concepts quickly, well versed in Revenue Operations and Deal Desk responsibilities, with a strong analytical, process and financial acumen.  They will need to be diligent and detail-oriented, managing the new organization through detailed KPIs. Reporting out these metrics weekly to various business units to help influence and direct the Sales, GTM, and Order to Cash processes. You are responsible for creating an exceptional experience with responsibility for the following duties:  

• Define and implement the deal desk strategy, policies, and best practices 

• Build an operations organization capable of supporting global GTM needs across all time zones 

• Review and approve complex and non-standard sales contracts and proposals 

• Ensure compliance with internal and external rules and regulations, such as revenue recognition, legal, and security 

• Optimize the deal approval process and workflow to increase efficiency and accuracy 

• Provide deal support, guidance, and coaching to sales representatives on deal structure, pricing, negotiation, and terms and conditions 

• Collaborate with cross-functional teams, such as finance, legal, product, and operations, to resolve deal issues and ensure customer satisfaction 

• Analyze deal performance and trends and provide insights and recommendations to senior management and stakeholders 

• Manage, mentor, and develop a team of deal desk analysts and managers 

• Create KPIs and report out on daily metrics aligned to business objectives and continuous improvement focused on sales flow efficiency, profitability, and customer experience 

• Establish and enforce best practices, policies, and procedures for deal desk functions globally 

• Lead and mentor a diverse and geographically dispersed team of deal desk analysts, providing them with guidance, feedback, and career development opportunities. 

• Promote a culture of customer service, collaboration, innovation, and continuous improvement 

• Stay abreast of emerging technologies, trends, and best practices for SaaS deal desk companies 

• Collaborate with teams across all regions (Americas, EMEA, APAC) 

• Manage cross functional relationships to ensure delivery on all priorities and objectives 

Qualifications 

• Bachelor's degree in business, finance, or related field 

• 8+ years of experience in deal desk, sales operations, or revenue operations in a SaaS company or related professional experience 

• Proven track record of leading and managing deal desk teams and processes or related experience 

• Strong knowledge of SaaS sales contracts, pricing models, and revenue recognition rules 

• Excellent communication, negotiation, financial, and presentation skills 

• Proficient in Salesforce, data analytics, and other sales enablement tools (Salesforce CRM/CPQ, Oracle ERP/NetSuite, Snowflake, PowerBI, M365) 

• Proven ability to scale team, build and retain talent. 

• Proven ability to design and implement new processes and facilitate adoption.  

• Strong data management abilities 

• Must have business acumen knowledge of Opportunity to Contract, Order to Cash, Procure to Pay, Record to Report, Legal, Tax, BI/DW, Financial Reporting 

• Excellent English and great communication skills. 

• Excellent communication, interpersonal, and leadership skills, with the ability to influence, motivate, and inspire others. 

• Strong analytical, problem-solving, and decision-making skills, with the ability to handle ambiguity and uncertainty. 

• Highly customer-oriented, with a passion for delivering exceptional service and value, while being data-driven and detail-oriented. 

• Flexible, adaptable, and resilient, with the ability to work effectively in a fast-paced and dynamic environment 

• Ability to work under pressure and handle multiple deals and projects simultaneously