Director of Deal Desk, Illumio
$192-230k
Plus equity and employee incentive program
In office Mon, Tues, Thurs
3 days a week in office (Sunnyvale, CA)
Automated enforcement against cyberattacks
Be an early applicant
Automated enforcement against cyberattacks
501-1000 employees
Be an early applicant
$192-230k
Plus equity and employee incentive program
In office Mon, Tues, Thurs
3 days a week in office (Sunnyvale, CA)
501-1000 employees
Company mission
To enable every organization to realize a future without high-profile breaches.
Role
Who you are
- Extensive experience in Sales Operations, Deal Desk management, and strategic pricing
- Proven track record in RFP management and proposal development
- Strong background in forecasting, particularly in SaaS or subscription-based business models
- Excellent analytical and problem-solving skills
- Outstanding communication and leadership abilities
- Proficiency with CRM systems, CPQ tools, and business intelligence platforms
What the job involves
- Lead the global Sales Operations Deal Desk function, governing pricing, discount approvals, key negotiating terms, and commercial structures
- Drive standardization of business execution to maximize customer acquisition while optimizing gross margin
- Own the roadmap for key transactional processes and partner with CRM and Product systems owners to improve deal closure efficiency
- Collaborate closely with Pricing and executive teams on pricing strategy
- Establish and oversee an efficient RFP response process to improve win rates
- Coordinate cross-functional teams to develop high-quality, competitive proposals
- Implement and maintain a centralized repository of standard proposal responses
- Develop and execute a data-driven renewals forecasting methodology
- Provide accurate, timely forecasts of renewal rates and potential churn to support strategic decision-making
- Collaborate with Customer Success and Sales teams to identify and mitigate renewal risks
- Act as a strategic partner to the Sales team, fostering a data-driven environment
- Oversee methods that intersect with the Sales process, managing the utilization of CPQ and other sales platforms
- Align team efforts with overall customer and sales strategy
Our take
Cybersecurity remains an ongoing battle, with evolving cyberthreats and ever-more determined cybercriminals, and major data breaches such as the SolarWinds hack have the potential to cause widespread disruption. Illumio is taking a different approach to most of the mainstream security companies, with a process called "microsegmentation". This makes it easier to guard companies from security breaches, and contain any breaches that occur.
Detection of viruses is no longer considered sufficient to keep companies and individuals safe. Illumio takes a “zero trust” approach, in which everything is viewed as suspicious, a similar approach to that which is used by the White House. The company operates at the cutting edge of microsegmentation, focusing on protecting cloud datacenters and workloads. With more and more companies moving to the cloud, this approach is crucial.
Illumio also protects endpoints, partnering with big players such as Citrix, Amazon Web Services, and Splunk. A collaboration with Appgate, a Zero Trust secure access company, delivers the industry's first integrated Zero Trust Network Access and Segmentation solution, which can reduce risk across hybrid infrastructure, and proves Illumio's dedication to innovating the space. Additionally, the company announced a Federal Risk and Authorization Management Program (FedRAMP), that is tailored to assist federal agencies in reducing risk.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jun 2021
$225m
SERIES F
Feb 2019
$65m
SERIES E
Total funding: $552.2m
Company benefits
- Medical, Dental, Vision Coverage
- Health and Dependent Savings Accounts
- Life and Disability Programs
- Paid Parental Leave
- Voluntary Benefit Programs
- Company Sponsored Wellness Program
- Wellness Reimbursement Program
- Retirement Savings
- Equity Opportunities
- Paid time off and Paid Holidays
- Employee Incentive Program
Company values
- Seek Truth
- Run to challenges
- Bring your best
- Onwards Together
- Leverage differences
- Build trust
Company HQ
Sunnyvale, CA
Articles
Leadership
Andrew Rubin
(CEO)Started in Business Development, as an Analyst at VoiceNet Communications, and as a Director at VoiceNet. Worked at Cymtec Systems for over 8 years, promoted from VP of Sales to CEO. Seed Investor in Tory Burch, and Powermat. Current Strategic Advisor to Menlo Security, and Bolt.
PJ Kirner
(CTO)Studied Computer Science at Cornell. Worked as an Engineer Manager for over 6 years at Trilogy. Software Architect at Funkware for over 3 years. Was Principal Systems Engineer at Cluster File Systems. Distinguished Engineer for over 5 years at Juniper Networks. Was CTO of Cymtec Systems.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 45 more jobs at Illumio