Senior Deal Desk Specialist (EMEA)

Overview

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

The Deal Desk Specialist is pivotal in facilitating successful deals, ensuring alignment with company policies, and maximizing revenue opportunities. Collaborating closely with the sales team, you will provide expert insights, structure complex deals, and drive deal strategy. This role demands a strategic mindset, exceptional analytical skills, and a strong understanding of SaaS pricing and packaging. We seek a strong problem-solver with meticulous attention to detail and adaptability to thrive in a fast-paced, high-growth environment. If you thrive on driving revenue growth, shaping strategic deals, and making an impact in a high-growth SaaS company, we want to hear from you!

Responsibilities

• Review and evaluate deals with the sales team for accuracy, compliance, and policy alignment.
• Analyze and structure complex deals, offering insights on pricing, terms, and contractual agreements.
• Act as a trusted advisor for Sales, Legal, and Business Segment teams, guiding them through complex commercial problems and deal strategies.
• Educate Sales teams on process changes, policies, and best practices to enhance sales performance.
• Participate in cross-functional projects as Deal Desk representative to support selling activities, product releases, and process improvements.
• Ensure governance for adherence to Rules of Engagement and Commercial Policy.
• Serve as an expert on end-to-end processes across Quote to Cash, expediting issue resolution.
• Mentor and coach team members, aiding in onboarding and day-to-day training.
• Take ownership of issues hindering deal closures and drive resolution across back-office teams.
• Demonstrate commitment to excellence in supporting the sales cycle and clients.
• Adapt to evolving business processes and standards.
• Foster a high-performing team environment and promote inclusivity.
• Lead the evolution of deal-making insights across commercial products and services.
• Enhance Deal Desk capabilities to win deals with agility.
• Drive improvements in pricing, licensing, empowerment, and processes.
• Provide expert guidance on offerings, pricing strategy, and operational considerations.
• Collaborate closely with leadership and cross-functional teams to drive desired outcomes and strategic initiatives.

Qualifications

• Bachelor’s degree in Business Administration, Finance, or related field (MBA preferred).
• 3+ years of experience in deal desk, sales operations, or finance roles within a high-growth SaaS company. Legal and channel interaction or background is a plus!
• Deep understanding of SaaS pricing models, contract negotiation principles, and revenue recognition standards especially in the EMEA and APAC Region
• Strong analytical skills with the ability to translate complex data into actionable insights.
• Excellent communication and interpersonal skills, with the ability to influence and collaborate effectively across teams.
• Proven track record of driving results in a fast-paced, dynamic environment.
• Proficiency in Salesforce, CPQ tools, and Microsoft Excel.

What to expect in the first 30 days

• Process Streamlining: Document existing deal processes, identify bottlenecks, and propose improvements for faster deal approvals and closures.
• Standardization: Develop standardized deal templates, pricing guidelines, and approval workflows to ensure consistency across deals.
• Training Program: Design and implement training sessions for sales representatives on deal structuring, pricing strategies, and utilizing the deal desk resources effectively.

What to expect in the first 90 days

• Documentation Enhancement: Continuously update and refine deal process documentation based on feedback and evolving business needs.
• Autonomous Deal Structuring: Empower sales representatives to autonomously structure deals within predefined guidelines by providing access to comprehensive deal resources and guidelines.
• Cross-Functional Collaboration: Establish strong working relationships with legal, finance, and product teams to ensure seamless deal coordination and execution.

What to expect in the first year

• Advanced Analytics: Implement advanced deal analytics to identify trends, risks, and opportunities for further optimization of deal strategies.
• Strategic Guidance: Provide strategic deal support to the sales leadership team, contributing to the company’s revenue growth strategy.
• Process Scalability: Develop a scalable framework for the deal desk as the company continues to grow, ensuring that processes remain efficient and effective.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

Perks (for Full Time Employees)

• Freedom & flexibility; fit your work around your life
• Home office setup; we want you comfortable while you work
• 16 weeks of paid Parental leave
• Technology stipend equivalent to $100 net/month
• PTO plan that encourages you to take time to do the things you enjoy
• Quarterly, company-wide hackathons
• Training stipend for conferences, courses and classes
• Equity; we are a growing start-up and want all employees to have a share in the success of the company
• Docker Swag
• Medical benefits, retirement and holidays vary by country

   

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

Tagged as: 3-5 Years