Senior Director of Sales Process & Deal Desk, Wunderkind
$175-200k
Performance marketing channel
Be an early applicant
Performance marketing channel
501-1000 employees
Be an early applicant
$175-200k
501-1000 employees
Company mission
To scale a brand's ability to create and grow customer relationships through websites, email, text, and ads.
Role
Who you are
- At least 8 years transferable experience, among which:
- 4–7+ years of experience in investment banking, management consulting, corporate/business operations, or revenue operations with a strong analytical and strategic focus
- 2+ years Experience of line management is strongly preferred
- Proven track record of building financial or operational models that inform senior-level decisions (e.g., pricing, ROI, portfolio performance, headcount/capacity planning, services economics)
- Experience working cross-functionally with Sales, Customer Success, Finance, FP&A, Professional Services, and Product/Strategy teams; able to navigate competing priorities and influence without formal authority
- Advanced proficiency in Google Sheets/Excel; comfort with scenario analysis, sensitivity tables, and executive-ready outputs
- Strong working knowledge of Salesforce or similar CRM, and the ability to map commercial logic into data structures and workflows while understanding architectural and reporting implications
- Familiarity with BI and documentation tools (e.g., Looker, Confluence) and experience translating analyses into scalable reporting assets
- Exceptional written and verbal communication skills, with the ability to synthesize complex issues into crisp, structured recommendations for senior stakeholders
- Demonstrated ability to operate independently in ambiguous environments, set structure where none exists, and drive initiatives from problem definition through execution—balancing speed with scalable tactical strategy
What the job involves
- The Senior Director, Sales Process & Deal Desk is a highly analytical, strategically minded individual contributor responsible for the processes and analytics at the intersection of pricing, system and process design, performance management
- You will leverage your experience in change management, financial modeling, structured problem solving, process improvement, and executive-ready communication to inform pricing strategy, drive operational rigor, and ensure leadership can make decisions with confidence. You will report to the VP of Revenue Operations and partner closely with Finance, Accounting, Services, and Sales to serve as the primary owner for commercial workflows, automations, and reporting that bring those strategies to life at scale
- 1. Pricing Strategy Support & Business Case Development
- Serve as a thought partner on pricing for New Business and Existing Business, bringing an investment banking/consulting lens to unit economics, ROI narratives, and deal structuring
- Build and maintain pricing models in Sheets/Excel that mirror the rigor of banking/consulting models but are simple enough for GTM teams to adopt at scale
- Support the rollout and ongoing refinement of new pricing and service credit frameworks, working cross-functionally to ensure they are operationalized consistently in systems, contracts, and reporting
- Pressure-test assumptions using historical benchmarks and scenario analysis, and frame outputs in a way that senior stakeholders can consume quickly (e.g., sensitivity tables, executive summaries)
- Collaborate with Sales, Finance, Product Strategy, and RevOps leadership on pricing logic, discount frameworks, and approval workflows, tying recommendations explicitly to revenue, margin, and payback trade-offs
- 2. End-of-Month (EOM), Quarter, and Close Partner
- Act as a business partner to Finance and FP&A for EOM and quarter-end close: define what “good” looks like for data completeness and operational readiness before revenue is finalized
- Maintain and evolve EOM trackers and reconciliation tools used to bridge Salesforce, Finance systems, and forecasting models, ensuring they are robust enough for diligence-level scrutiny
- Proactively identify data quality issues or structural gaps that could impact revenue reporting, cohort analysis, or churn metrics—and lead cross-functional efforts to remediate root causes rather than one-off fixes
- 3. Client Evaluation & Portfolio Performance Analytics
- Own and refine Client Evaluation Trackers and other frameworks that measure account health, evaluation outcomes, and renewal likelihood, with a strong emphasis on clear, board-ready metrics
- Partner with Product Strategy, CS, and AEs to define the right inputs, thresholds, and segmentation to distinguish between structural vs. executional issues in performance
- Work closely with projection and performance modeling owners to ensure business case models incorporate the right inputs, nuances, and attribution methodologies—even when primary modeling ownership sits with another RevOps leader
- Build simple, intuitive dashboards that translate complex performance data into actionable insights for GTM leadership (e.g., which cohorts or product mixes require strategic intervention)
- 4. Revenue Data Hygiene, Salesforce Architecture & Process Design
- Partner with RevOps Systems and Data teams as the business owner for renewal, pricing, and post-sale data models in Salesforce, with a particular focus on understanding how schema and workflow changes impact downstream reporting and processes
- Define data standards and taxonomies for key commercial fields (renewal dates, contract values, cohorts, text metrics, evaluation status) and ensure alignment with how Finance, FP&A, and leadership consume reports
- Translate strategic requirements into clear specifications for automation, validation rules, and workflows that reduce manual effort and risk, and increase auditability and scalability
- Provide guidance on Salesforce architecture trade-offs so that changes made by Systems teams don’t break core reporting or operational workflows relied on by GTM teams
- 6. Deal Desk, Vendor, and Shortcode Operations
- Partner with Finance, Legal, Accounting, and Sales to ensure consistent commercial structures across deals, and that deal desk processes remain clear, scalable, and enforceable
- Support the team that owns the Infobip relationship and shortcode lifecycle by designing and maintaining the internal workflows, documentation, and reporting that track migrations, cancellations, and related operational steps
- Ensure that deal structures and vendor-related changes are accurately reflected in Salesforce and downstream reporting, in partnership with Systems and Data teams
Our take
Founded in 2010, a start-up initially named Bounce Exchange rebranded to Wunderkind in 2020, a textbook example of nominative determinism. On a mission to be extraordinary, this marketing technology company enables brands to connect with the public in more personalised ways.
The name indeed fits the brand, finding itself as the leading performance marketing engine of its kind, boasting an impressive client list of nearly 1,000 top brands and publishers. Wunderkind has earned its position by permanently positioning itself ahead of the curve in regard to what audiences want, shifting its model depending on projected trends, such as the expected blossoming of text message marketing.
After its 2023 Series C round, the company is still experiencing rapid growth and is focused on further investment in product development, hiring, and ongoing market expansion. Wunderkind is clearly steering towards becoming the global leader in the market.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-21% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Mar 2023
$76m
SERIES C
May 2018
$37m
SERIES B
Total funding: $151.9m
Company HQ
World Trade Center, New York, NY
Leadership
Bill Ingram
(CEO)Prior to joining Wunderkind in 2023, Bill spent 4 years at Cheetah Digital as CPO and PResident. He also spent just over 9 years at Adobe as a VP of Product Managed and VP of Adobe Analytics Cloud.
Richard Jones
(CRO)Richard joined Wunderkind in 2022 as CMO, moving into the role of CRO that same year. Prior to this, he was the CMO at Cheetah Digital and CEO at Wayin.
David MacCallum
(CBO & General Counsel)David joined Wunderkind in 2015 as General Counsel and added the role of CBO to his title in 2019.
Jay Sarwar
(CCO)Prior to joining Wunderkind in 2024, Jay was an SVP of CLient Success at Cheetah Digital for nearly 4 years. He also served as a VP of CS & Operations at Monetate and as a Director of Financial Planning & Analysis at Xtime.
Fabrizio F.
(CFO)Fabrizio is also the Managing Director at Fortissimo Ventures. Previously, he held the role of CFO at Jiffy.com and TRG Screen.
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