Director of Global Deal Desk, Kong
$200-240k
+ Sales incentives for eligible roles
Microservice API gateway
Be an early applicant
Microservice API gateway
501-1000 employees
Be an early applicant
$200-240k
+ Sales incentives for eligible roles
501-1000 employees
Company mission
To build the nervous system that will safely and reliably connect all of humankind!
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- Develop and deliver regular training and enablement programs for sales and related teams on pricing, deal structures, quoting tools, and deal processes
- 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
- 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
- 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
Our take
Kong provides a cutting-edge API and service lifecycle management platform tailored for modern architectures, such as microservices, containers, cloud, and serverless environments. With a focus on flexibility, scalability, speed, and performance, Kong allows developers and Global 5000 enterprises to securely connect and orchestrate microservice APIs for today's sophisticated applications.
The core products offered by Kong include Kong, an open-source API and Microservices management solution Galileo, a platform for API analytics and debugging; Gelato, a platform for creating developed portals for PIs and Microservices; and API Marketplace, a hub for discovering and publishing cloud APIs. Additionally, the recent introduction of a new collection of AI plug-ins in Kong Gateway 3.6 enhances the platform's capabilities further, reinforcing its commitment to innovation and advancement.
In pursuit of growth, the company is prioritizing expanding its marketing efforts, bolstering its customer service team, and accelerating product development. By focusing on these key areas, Kong aims to continue providing unparalleled solutions and support to its ever-expanding user base in the rapidly evolving landscape of modern application development.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Nov 2024
$175m
SERIES E
Feb 2021
$100m
SERIES D
Total funding: $344.1m
Company benefits
- Flexible time off: Take time to take care of yourself and the things that matter most
- Stock options: We want you to share in our success. That's why stock options are offered to most Kongers
- U-First Fridays: Get 4 hours a month for continuous learning with a book, podcast, or course of your choice
- Virtual events: Stay connected with Donut chats, trivia, fitness challenges, guided meditations, and more
- Dedicated unplug days: Silence those notifications. Enjoy some well-deserved long weekend where the entire team unplugs
- Home office stipend: Build a home office environment tailored to support your productivity
Company HQ
The East Cut, San Francisco, CA
Leadership
Augusto Marietti
(CEO)Previously founded Mashape API Marketplace. Before Mashape, Augusto was an SF homeless immigrant from Italy.
Janet Phillips
(Vice President of People)Previously Director at SonicWALL for 5 years and Senior Director at Symantec for 7 years.
Marco Palladino
(CTO)Previously co-founded MemboxX, an online service for storing documents and small pieces of personal data.
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