Director, Deal Desk

About the role:

At Samsara, the Deal Desk's mission is to secure durable and efficient growth for the company through best-in-class, agile and scalable deal governance. The Deal Desk Director of Incubation will lead Samsara’s Deal Desk function for new markets and drive innovative commercial models for new customer scenarios. 

Reporting directly to Samsara’s Vice President of Deal Desk, this role will:

• Work closely with senior leadership across Samsara (Sales, Finance, Operations, Accounting, Legal, and Product) to influence deal outcomes and achieve corporate financial goals.
• Design and maintain policies, commercial strategies and downstream processes to support assigned Sales segments, while also partnering cross-functionally to shape and close complex deals. 
• Foster a fulfilling and inclusive work experience by hiring, managing and developing a high-performing team. 

In this role, your impact will be highly visible and contribute directly to Samsara’s business performance and success.

In this role, you will: 

• Achieve corporate financial outcomes by providing Sales support and influencing both high-volume Mid Market and complex Enterprise transactions
• Demonstrate operational excellence, and evolve processes and system requirements to provide a streamlined Sales and Customer experience at scale
• Partner with Sales and Finance leadership to inform and execute against an aligned deal strategy, including pricing, payment structures, commercial terms, legal and product considerations
• Refine and improve the deal review process, documentation and systems applied to standard and non-standard transactions, in collaboration with Sales, Sales Operations, IT and Finance
• Build strong cross-functional partnerships, proactively communicate and iterate on feedback
• Utilize data and real-time reporting to identify areas of improvement, inform solutions, execute initiatives and communicate results
• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices
• Hire, develop and lead an inclusive, engaged, and high performing team

Minimum requirements for the role:

• 10+ years of combined experience in Deal Desk, Finance, Sales, Sales Operations, Revenue Operations or equivalent roles
• Demonstrated experience in complex deal negotiations
• Financial acumen, ability to translate corporate financial goals into consistent deal support strategy
• Track record of executing multiple strategic programs across an organization, including process improvements, systems enhancements, and enablement
• Demonstrated ability to hire, manage, and develop talent and lead high-performing team
• Ability to effectively identify, prioritize and manage initiatives leveraging an OKR system across a global team
• Ability to work with senior management and Enterprise Customers, distill key concepts, and influence business choices 
• Strong written and verbal communication skills
• Ability to synthesize data into actionable insights, make data-driven conclusions and establish recurring reporting to monitor performance
• Proficiency in CRM, CPQ and CLM tools and familiarity with downstream systems (eg, ERP, reporting visualizations)

An ideal candidate also has:

• Experience managing a Deal Desk or Commercial Incubation team within a high-growth SaaS business at scale ($1 billion + ARR) 
• Comfort designing and implementing deal management, contract management and pricing optimization tools in partnership with operations and IT teams
• Proficiency in Salesforce and NetSuite