Director of Deal Desk, Axonius
$195-220k
+ stock options, an annual bonus.
More information about location
Cybersecurity asset management platform
Open for applications
Cybersecurity asset management platform
501-1000 employees
Open for applications
$195-220k
+ stock options, an annual bonus.
More information about location
501-1000 employees
Company mission
To give customers a comprehensive and always up-to-date asset inventory.
Role
Who you are
- The ideal candidate is a strategic leader with exceptional communication skills, comfortable in a fast-paced technology environment, and passionate about driving operational excellence through data analysis
- Bachelor's degree in business, finance, or a related field
- 10+ years’ experience in deal desk, order management and operations, or a related field, preferably within the cybersecurity industry
- 4+ years’ experience in leading and growing a team, preferably globally
- Strong understanding of SaaS business models, contract structures, pricing strategies, and financial metrics (ARR, TCV, NRR)
- Excellent written and verbal communication skills, with the ability to convey complex concepts clearly and concisely. Dedication to excellent customer service
- Experience partnering closely with cross-functional teams such as Sales, other SalesOps team members, Legal, and Finance colleagues
- Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company
- Systems proficiency working with Salesforce (especially CPQ), Microsoft Office, Google Suite. Additional proficiency with forecasting tools (Clari, Gong) and ERPs (NetSuite) is a plus
What the job involves
- As leader of our global Deal Desk team, the Director will provide expert guidance on all aspects of the deal cycle, including deal structuring, pricing strategy, quote management and approvals, margin analysis, proper discounting, and any non-standard expansion or renewal motions
- This role collaborates closely with Sales, Channel, and internal stakeholders (Finance, Legal, etc.) to streamline processes, identify automation opportunities, and implement scalable solutions, while ensuring optimal customer experience
- Support the Sales organization - drive consistency on established deal structures, pricing strategies, and non-standard commercial terms while ensuring compliance with internal policies. Serve as an expert in advanced Deal Desk activities that impact bookings attainment and deal structuring
- Partner with Revenue and Legal teams to determine contractual language with regards to any commercial terms to ensure transactions comply with revenue recognition and operational policies. Take ownership of the commercial terms library to ensure more standardized, streamlined negotiations
- Cultivate and maintain relationships with key cross-functional partners/back office teams, serving as a primary point of contact for Deal Desk team for escalations. Manage executive approvals on complex deal negotiation
- Proactively provide guidance on deal implications, risks, and potential impacts to leadership
- Provide upfront assistance in the pre-sales motion to proactively analyze proper margins in deal structure
- Manage a growing global team of Deal Desk Analysts. Establish and track performance metrics to ensure the team meets or exceeds goals consistently
- Ensure the team maintains agreed-upon approvals including any discounts, non-standard terms, etc. and SLAs in the quoting process to facilitate accurate order forms and purchase orders
- Own the documentation of FY policy changes and collaborate with the Sales Enablement team to deliver training on Deal Structuring best practices
- Assist in projects as needed, including system enhancements to Salesforce CPQ, partnering with Pricing & Packaging on New Product Introduction initiatives, etc
Our take
Axonius solves the unglamorous yet critical problem of poor cyber hygiene, helping security teams that struggle to fully understand their assets, and whether these assets are secure and adhere to security policies. Its cybersecurity platform helps companies track and manage every device that accesses networked services.
The company was founded by a team of veterans of an elite intelligence unit of the Israeli Defense Force. Since launching, it has attracted some impressive customers including the New York Times, Schneider Electric, and AppsFlyer. The company stands out in a crowded market of cybersecurity tools by integrating with hundreds of different platforms, enabling CIOs to keep track of all their network assets.
Axonius is a company with unicorn status and has raised almost $600 million in funding so far. Its 2024 round was invested in acquiring startups and funding its work with channel partners.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Mar 2024
$200m
SERIES E
Mar 2022
$200m
SERIES E
Total funding: $595m
Company benefits
- Competitive compensation
- 100% coverage of your healthcare premium
- Flexible work environment
- Paid parental leave
- Annual all-company retreats
- We offer all this… and more
Company values
- Grow - Grow yourself, the company, the customer. Always striving for the best version of yourself
- Relentlessly pursue truth - We operate with transparency, strive to understand the facts, and acknowledge and learn from mistakes
- Ownership - We approach all efforts with an ownership mindset, a high degree of responsibility, and quality
- Win - We win by creating the most value for our customers, with a sense of urgency
- Team - We are one team. We move fast, win and lose together. Our differences make us stronger
- Humility - We are humble and proud. We operate with respect
Company HQ
Rose Hill, New York, NY
Articles
Leadership
Dean Sysman
(CEO & Co-Founder)They worked as a team leader for the Israel Defence Force. They have a passion for startups and act as an investor in a list of cyber tech companies and sits on the board of Forbes Technology Council.
Ofri Shur
(CTO & Co-Founder)They also worked for the Israel Defence Force before moving into cyber security at Kay Hut.
Avidor Bartov
(CPO & Co-Founder)They also worked for the Israel Defence Force prior to co-founding Axonius. They act as an insider to YL ventures supporting Israeli entrepreneurs.
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