Director, Deal Desk

About the role

Conga is seeking a Director to establish, expand, and manage its global Deal Desk operations. This role involves leading a team to develop commercial strategies, ensure operational excellence, and integrate functions to support Conga's growth as a leading SaaS company. This position is key to shaping deal structures, pricing governance, and revenue recognition.

Key facts

What you'll do

• Build and scale a global Deal Desk function, setting its vision and operating model.
• Partner with executive leadership (CRO, SVP of Sales, VP of Legal, CFO) to align deal operations with go-to-market strategies.
• Oversee pricing governance, deal velocity, and revenue quality.
• Lead and develop a team of Deal Desk professionals across multiple levels and geographies.
• Serve as an escalation point for complex, strategic, and high-risk transactions.
• Balance deal velocity with governance and operational controls to support sales effectiveness.
• Collaborate with Sales, Finance, Revenue Accounting, Legal, Product, and Operations teams.
• Drive cross-functional initiatives related to quote-to-cash, contract operations, and order management.
• Develop and manage pricing governance frameworks, including discount matrices and approval hierarchies.
• Partner with Product, Marketing, Finance, and Sales to evolve pricing and packaging strategies.
• Ensure compliance with ASC 606 revenue recognition principles for complex SaaS arrangements.

Requirements

• 10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or Commercial Finance.
• Demonstrated history of building or scaling a Deal Desk or Revenue Operations function in a high-growth SaaS company.
• 5+ years of people leadership experience, including managing managers and multi-level teams.
• Deep expertise in enterprise SaaS pricing models, deal structuring, and commercial negotiation strategy.
• Strong understanding of quote-to-cash operations.
• Experience influencing executive decisions through commercial expertise and data-driven insights.
• Knowledge of ASC 606 revenue recognition principles and their application to complex deals.
• Bachelor's degree in Finance, Business, Accounting, or a related field is preferred.

Nice to have

• Experience building or transforming a global Deal Desk organization.
• Background in a high-growth SaaS environment.
• Experience leading teams through company growth, M&A integration, or product expansion.
• Expertise in supporting executive leadership and board discussions.
• Deep expertise in enterprise SaaS pricing models and commercial negotiations.
• Strong knowledge of ASC 606 revenue recognition requirements.
• Experience partnering with Revenue Accounting and external auditors.
• Experience managing commercial terms libraries and contract standardization.
• Experience developing executive-level reporting and analytics on deal mix, discounts, and revenue quality.
• Ability to translate complex commercial data into actionable insights for CFO and CRO leadership.
• Track record of driving process improvements across quote-to-cash and order management.
• Executive-level presence and communication skills.
• Experience engaging with C-suite stakeholders and Board-level audiences.

Skills & tools

• Salesforce CRM
• CPQ platforms (Conga CPQ, Salesforce CPQ, Revenue Cloud)
• ERP systems (preferably NetSuite)
• CLM and revenue lifecycle management platforms

Practical notes

• This role includes a variable incentive pay component in addition to the base salary.
• Conga offers flexible work options and comprehensive benefits including medical and dental insurance.
• Resumes in PDF or plain text are preferred for review.
• Conga encourages applications from candidates who may not meet every single qualification but are enthusiastic about the role.