Senior Deal Desk Analyst, LaunchDarkly

• The ideal candidate is skilled and knowledgeable in areas such as enterprise software contract structures, common SaaS metrics, revenue recognition principles, and best practices in the quote-to-book process
• The successful candidate will thrive in a fast-paced, ever-changing environment, demonstrate resourcefulness when faced with new scenarios, and apply best-practice principles to each solution
• Sympathetic: You are driven to understand customer mindset and pain points to create an advertising strategy that achieves business goals and meets customer needs
• Team-Oriented: You excel at collaborating across the company. You can move easily between business stakeholders, product development and marketing teams
• Great Communicator: You have a natural ability to build relationships with cross-functional team members and are a master of the written word, with excellent attention to detail
• Startup Mentality: You thrive in a fast-paced, high-intensity environment where you balance multiple projects and can prioritize your work both short and long term
• Driven: You are motivated to achieve success both at work and in your personal life
• 5–10+ years of experience in the Software/SaaS industry, with exposure to Deal Desk, Finance, or Revenue Operations
• Strong understanding of contract business terms and the ability to review and draft them
• Proven ability to manage high deal volume and tight deadlines, especially during quarter-end
• Familiarity with SaaS metrics, including Annual Recurring Revenue (ARR)
• Analytical, self-motivated, and confident in making data-informed decisions
• Excellent verbal and written communication skills with a collaborative, solution-oriented mindset
• Strong attention to detail and accuracy
• Experience using CRMs (e.g., Salesforce) and quoting tools
• Intermediate proficiency with Microsoft Excel

Desirable

• As a Senior Deal Desk Analyst, you will report to the Director, Deal Management and support all customer deals from the inception of a sales opportunity to the booking of the signed contract
• You will collaborate closely with Sales, Legal, Customer Success, Renewals, Revenue Recognition, and Order Management teams to achieve optimal outcomes for both the customer and LaunchDarkly—financially and operationally
• Serve as a trusted advisor to the Enterprise and Strategic Sales teams on deal construction and negotiation of complex transactions
• Own and manage a book of business, working closely with Sales VPs to support and track high-value deal negotiations
• Review proposed quotes, provide feedback and coaching, ensure accuracy and compliance with published policies, and approve, reject, or escalate deals as needed using sound business judgment
• Draft Order Forms and track them through to execution, ensuring that all signed documents are complete and accurate
• Collaborate with internal teams or draft redlines as needed to help close deals on time
• Enforce established processes to ensure data integrity and consistency across closed opportunities
• Gather all required information (e.g., POs, billing contacts) to ensure smooth booking of deals
• Ensure contracts and supporting documents are fully executed and uploaded to the contract management system
• Validate accuracy of quarter-end cutoff procedures and system reconciliations
• Become a subject matter expert in the CPQ tool; support its configuration and functionality
• Train new Account Executives on opportunity creation and closeout processes
• Coordinate information flow across Sales, Professional Services, Legal, Finance, and Operations to facilitate seamless deal execution
• Ensure the deal review and approval processes follow company policies and compliance standards
• Contribute to the development and implementation of deal desk policies, processes, and procedures
• Foster strong cross-functional relationships to streamline and support the deal process