Director, Global Deal Desk

Are you ready to power the World's connections? If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others. About the role: We are seeking a seasoned and strategic Director of Global Deal Desk to build, scale, and lead a best-in-class global deal desk function. In this critical role, you'll drive optimal deal structuring, pricing strategy, and operational efficiency to accelerate revenue growth, ensure compliance, and maximize deal value across the company. This position requires deep expertise in managing complex deal negotiations, optimizing the quote-to-cash technology stack, and aligning cross-functional teams to deliver seamless customer experiences

Team Leadership:

• Recruit, mentor, and develop a high-performing global deal desk team focused on customer-centricity, collaboration, and operational rigor.
• Foster a culture of accountability, efficiency, and continuous improvement.

Quote-to-Cash Technology Management:

• Own and optimize the quote-to-cash technology stack (CPQ, CLM, Billing, etc.) to ensure efficient, scalable, and accurate execution of global deals.
• Identify, implement, and manage best-in-class tools and integrations to streamline processes and data accuracy.

Price book and SKU Management:

• Oversee the development, maintenance, and governance of global price books and SKU structures to ensure consistency, accuracy, and alignment with product strategy and go-to-market initiatives.

Deal Strategy:

• Lead the development and execution of strategic pricing policies, discount guidelines, and approval frameworks.
• Partner closely with Sales, Finance, and Product teams to structure complex enterprise deals ensuring competitive positioning and maximizing profitability

New Product Introduction:

• Collaborate closely with Product and GTM teams during new product introductions to help define optimal pricing, packaging, and deal structures that maximize market adoption and profitability.

Financial Controls & Scalability:

• Implement robust controls, processes, and systems within the Deal Desk that satisfy regulatory, compliance, and audit requirements for public-company standards.
• Collaborate closely with Finance and Accounting teams to ensure adherence to financial reporting standards, internal controls (SOX compliance readiness), and revenue recognition policies.

Enablement & Training:

• Develop and deliver regular training and enablement programs for sales and related teams on pricing, deal structures, quoting tools, and deal processes.

Cross-Functional Collaboration:

• Collaborate with Sales, Sales Operations, Finance, Legal, Product, and Customer Success teams to improve deal velocity, transparency, and adherence to company policies.
• Act as a trusted advisor to sales teams, offering guidance on deal structuring, negotiations, pricing, and risk assessment.

Operational Excellence:

• Establish and enforce global deal desk policies and governance to ensure compliance and minimize operational risks.
• Regularly analyze deal desk performance metrics, identifying bottlenecks and implementing solutions to drive continuous improvement and scalability.
• Lead initiatives to continuously streamline processes and automate manual activities within the Deal Desk to scale operations.

Reporting and Analytics:

• Develop comprehensive analytics and reporting frameworks to monitor deal performance, trends, pricing dynamics, and compliance.
• Provide strategic insights and recommendations to senior leadership based on data-driven analysis.

Qualifications:

• Strategic thinker and problem solver who can thrive in high-growth, fast-paced environments.
• Exceptional communicator capable of clearly articulating complex issues to diverse stakeholders.
• Collaborative leader who empowers teams and fosters a culture of continuous improvement and excellence.
• 10+ years of experience in Deal Desk, Revenue Operations, Sales Operations, or related roles, including at least 5 years in leadership positions.
• Deep expertise in quote-to-cash technologies such as Salesforce CPQ, DocuSign CLM, Zuora, NetSuite, or similar platforms.
• Proven ability to design, implement, and optimize global pricing and deal management strategies.
• Strong cross-functional collaboration and communication skills; adept at influencing stakeholders at all organizational levels.
• Strong understanding of financial modeling, profitability analysis, and commercial terms negotiation
• Demonstrated leadership experience, with a passion for building and developing teams.
• Experience scaling operational processes in fast-growing, global technology or SaaS companies.
• Demonstrated expertise in consumption-based pricing models and strategies.

Kong has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. Compensation varies depending on a wide array of factors, including but not limited to specific candidate location, role, skill set and level of experience. Certain roles are eligible for additional rewards including sales incentives depending on the terms of the applicable plan and role. Benefits may vary depending on location. US based employees are typically offered access to healthcare benefits, a 401(k) plan, short and long term disability benefits, basic life and AD&D insurance, among others. The typical base pay range for this role in the US is $200,000 - 240,000. About Kong: Kong is THE cloud native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). As the innovation leader of cloud API technologies, Kong is on a mission to enable companies around the world to become "API-first" and securely accelerate AI adoption. Kong helps organizations globally - from startups to Fortune 500 enterprises - unleash developer productivity, build securely and accelerate to market. 83% of web traffic today is API calls! APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another. Therefore, we believe that APIs act as the nervous system of the cloud. Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind! For more information about Kong, please visit konghq.com or follow @thekonginc on Twitter. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.