Director, Pricing Strategy and Operations

Summary of the Role and Team

As Director of Deal Desk & Pricing, you will lead and scale Varicent's Deal Desk function, serving as the central authority for deal governance, pricing operations, quote-to-booking processes, and commercial execution. You'll 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 — you'll establish the processes, governance frameworks, systems alignment, and team structure that enable scalable growth. This is a people leadership role: you'll 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 10–12+ 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 Varicent's 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 a existing 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