Head of Deal Desk, Altana
$160-205k
Competitive equity grants are included in the majority of full time offers. + A discretionary bonus or a variable compensation plan depending on the role
Office located in Brooklyn, NY
Supply chain visibility platform
Be an early applicant
Supply chain visibility platform
201-500 employees
Be an early applicant
$160-205k
Competitive equity grants are included in the majority of full time offers. + A discretionary bonus or a variable compensation plan depending on the role
Office located in Brooklyn, NY
201-500 employees
Company mission
Altana AI's mission is to improve global commerce.
Role
Who you are
- Bachelor’s degree in Business, Finance, or a related discipline
- 5-10+ years of relevant experience in deal desk or related roles, particularly within SaaS or technology sectors
- Deep expertise in pricing strategies, contract negotiation, and end-to-end sales processes
- Proficient in CRM systems (e.g., Salesforce) and sales enablement tools, with experience leading or participating in CPQ implementations
- Exceptional analytical capabilities, able to evaluate complex deal scenarios and deliver insightful, data-driven recommendations
- Strong communication and interpersonal skills, adept at influencing stakeholders and fostering cross-functional collaboration
- Experienced in government contracting is highly desirable
- Demonstrated ability to thrive under pressure, manage multiple competing priorities, and consistently meet deadlines
- Candidates must be within commuting distance from our Williamsburg, Brooklyn office or our downtown D.C. office
What the job involves
- As the Head of Deal Desk at Altana, you'll play a critical role in shaping the company's commercial success by partnering closely with Sales, Legal, Finance, and Product teams
- Reporting directly to the CFO, you’ll oversee and optimize deal structuring, pricing strategies, and contract negotiations, ensuring alignment with business objectives and compliance with company policies
- Partner with sales teams to structure, negotiate, and approve complex deals, ensuring alignment with Altana’s strategic goals and financial targets
- Provide strategic guidance on pricing, discounting, and contract terms to optimize profitability and competitiveness
- Serve as the primary point of contact for deal-related inquiries, escalations, and approvals
- Collaborate closely with Legal to review, negotiate, and redline customer contracts (NDAs, MSAs, order forms, SOWs) to minimize risk and ensure compliance
- Act as the initial negotiator for contract terms, balancing customer needs and business objectives effectively
- Develop, refine, and implement efficient deal desk processes to accelerate deal velocity and reduce cycle times
- Establish best practices and utilize tools to streamline approval workflows and improve cross-functional collaboration
- Ensure accurate and timely documentation and data entry into CRM systems (Salesforce) and other operational platforms
- Track deal metrics, generate comprehensive reports, and provide actionable insights on deal performance and market trends to Sales and Finance teams
- Identify and implement continuous improvements in deal strategies and structures based on data-driven analysis
- Collaborate with Finance and Sales Operations to align deal desk initiatives with broader revenue goals and strategic company objectives
- Support new product launches by developing effective pricing and packaging strategies in coordination with Product, Sales, and Finance
- Provide training and ongoing education to sales teams regarding deal structuring, pricing guidelines, contract terms, and revenue implications
- Offer strategic insights derived from deal desk experiences to leadership teams to address business challenges and identify opportunities
Our take
Altana’s platform provides a shared source of truth for the global supply chain. The idea is that this will help businesses and governing powers optimize global commerce which, over the past few years, has shot up on the list of international priorities. With three quarters of businesses reporting recent supply chain disruptions, and governments increasingly concerned with mitigating security threats, data-driven visibility is more sought after than ever before.
Crucially, the platform doesn’t require data sharing to create global intelligence, instead using a federated machine learning approach. This is a nut many big-data companies have been trying to crack, and Altana’s success has attracted interest from top-tier investors like Google Ventures and Floating Point alongside contracts with the UK Department of Business & Trade. A number of other headline enterprises and government agencies are already on the company's customer roster.
With companies looking to recoup some of the $4T reportedly lost in supply chain disruptions over recent years, and the push for global databases getting stronger, logistics startups are having a fruitful investment period. Altana is crafting a remarkable product at a highly marketable time, and with good uptake so far. Backed by substantial funding, Altana is set for a strong few years.
Steph
Company Specialist at Welcome to the Jungle
Insights
26% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jul 2024
$200m
SERIES C
Oct 2022
$100m
SERIES B
Total funding: $323.5m
Company benefits
- Competitive base salary: We offer competitive base salaries to recognize the incredible work our employees do.
- Learning & development: We support your development through regular performance check-ins and offer financial support for Learning and Development initiatives.
- Health benefits: We offer full global benefits, including a 100% employer-paid plan and tax-advantaged HSA and FSA options in the US.
- Paid time off: We provide a generous PTO policy, including paid sick time, to support your well-being in and out of the office.
- Equity program: We instill ownership by offering competitive new hire equity grants, plus the opportunity to gain more equity along the way.
- Parental leave: We offer up to 26 weeks of fully paid parental leave to support you and your family.
Company HQ
Financial District, New York, NY
Leadership
Raphael Tehranian
(Co-Founder & COO)Previously an analyst with J P Morgan, pivoting to engagement at Cleantech Group and then corporate tech strategy with Suncor Energy. After a spell as an investor at Fuller Smith, spent time with global supply chain analytics company Panjiva as a management advisor.
Peter Swartz
(Co-Founder & Chief Science Officer)An MIT grad in political science who went on to work as Head of Data Science at Panjiva.
Evan Smith
(Co-Founder & CEO)A Yale economics graduate with experience in renewables at Imperium Renewables and Verno Systems, the latter of which they co-founded. Served as a partner at Fuller Smith, before moving on to work in a management advisor role at Panjiva.
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