Deal Desk Director, Chargebee
SaaS for effective revenue growth management
Job no longer available
SaaS for effective revenue growth management
1001+ employees
Job no longer available
1001+ employees
Company mission
To address the biggest hurdles facing businesses: billing complexity, revenue leakage, and missing or disconnected data to inform pricing decisions.
Role
Who you are
- 6+ years of overall experience in Deal Desk and deal structuring in SaaS, ideally FinTech
- Minimum of 5 years in a Deal Desk leadership role working directly with Sr. Leaders and Executives across Finance, Sales, Pricing, Legal, Operations
- Demonstrated ability to work effectively in a virtual team environment with diverse global stakeholders
- Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations; quantitative experience required
- Expert knowledge in modeling/analysis, experience with Excel, GSuite, Deal Hub and Salesforce preferred
- Strong understanding of SaaS revenue recognition best practices, including ASC 606
- Ability to manage multiple variables, and adjust approach within defined parameters as well as the ability to drive rapid, but fact-based decision-making with imperfect data
- Strong negotiation skills with experience supporting customer negotiations
What the job involves
- Play a key role in establishing and maturing our Deal Desk team
- As a trusted advisor to Sales, Finance, Partner Ecosystem, Marketing, and Legal teams, you’ll provide leadership and guidance on structuring deals and driving process improvements
- Establish a new team responsible for supporting a number of segments, verticals, and geographies across global team
- In partnership with Sales, Legal, Accounting, and Finance teams, manage commercial contract development, optimal deal structuring, drive deals to closure internally and externally
- Maintain a holistic view of a deal during contract negotiations; drive internal stakeholder discussions and alignment on customer concerns or key business issues that arise during negotiations
- Partner with Sales Operations, Sales, Partnership Ecosystems, Finance, Legal, to drive process improvements, automation, and team enablement
- Create internal reports to drive transparency and improve behavior changes through reporting, dashboards, and analytics with high-quality data
- Support Sales team on contract objection-handling techniques, alternative contract options, compensation impacts, and value propositions to drive clean deals and close new revenue
- Develop tools that help the Sales team effectively price and structure deals while managing certain business metrics and requirements
- Be a sales-facing, or occasionally customer-facing, subject matter expert on deal structuring, processes, and policies
Our take
Shifting to a subscription model can cause significant stress for companies of any size. Setup and management can prove complex, and the shift itself can be time-consuming. Chargebee has been working for over a decade now to remedy this issue, offering subscription-based SaaS and eCommerce companies a subscription billing and revenue management platform. Its software, stable REST API, and extensive customer support, have won significant clients including Pret a Manger, Calendly, and Okta.
The demand for subscription billing and revenue management is higher than ever, and Chargebee sees strong competition from companies such as Paddle, Chargify, and Recurly. However, the careful growth strategy it has adopted, in which it expanded from an SaaS focus to the eCommerce market, means it serves two sectors enjoying remarkable growth and hence has been able to grow impressively itself.
With a track record of careful expansion and a strong and simple product proposition, Chargebee is positioned well to maintain the industry leadership it has achieved. In addition, with more and more companies adopting the subscription model for their products, there is no doubt room for further growth in the future.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-14% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Feb 2022
$250m
LATE VC
Apr 2021
$125m
SERIES G
Total funding: $468.2m
Company HQ
North Bethesda, MD
Leadership
Krish Subramanian
(Co-Founder & CEO)Krish worked for a year as a MatexNet Pvt Software Engineer before spending almost 7 years at TCS as a Tech Lead. They left their role as Tech Specialist at Cognizant Technology to co-found Chargebee in May 2011.
Rajaraman Santhanam
(Co-Founder & CPO)Previously spent 10 years at Zoho Corporation as a Member of the Technical Staff before co-founding Chargebee in 2011.
Saravanan KP
(Co-Founder & CTO)Previously spent 12 years at Zoho Corporation as a Technical Architect before co-founding Chargebee in 2011.
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