Director, Druva
Deal Strategy
$190-266k
3 days a week in office (Santa Clara, CA)
Cloud data protection platform
Open for applications
Cloud data protection platform
1001+ employees
Open for applications
$190-266k
3 days a week in office (Santa Clara, CA)
1001+ employees
Company mission
Druva is on a mission to make data resilient, secure, accessible, and actionable for organizations around the world.
Role
Who you are
- Roll up their sleeves and dive deep into challenges to drive impact and immediate results
- Balance strategic thinking with the management of day to day operations
- Build relationships and collaborate across key functions
- Feel comfortable in a fast-paced environment and implement processes that balance the needs of the business and drive scale
- Ability to multitask and prioritize during times of high volume (i.e. quarter-end)
- Have effective EQ that is balanced with IQ to drive change and resolve business problems
- Manage high performing global team
- 8+ years experience in a Deal Desk role at a SaaS company; experience in Sales Ops and/or Pricing is a plus
- Experience working in a fast-paced company driving cross-functional collaboration. Prior experience at a high-growth start-up is a plus
- Strong understanding of Salesforce-based quote-to-order processes, Salesforce CPQ is a plus
- Strong understanding of SaaS business model and revenue recognition is a plus
- Demonstrate the ability to go “above and beyond” in the support of our Sales teams and clients
- Strong collaboration and communication skills, including proven experience communicating effectively with senior leadership
- Good problem-solving skills along with “common sense” to address issues and drive impact
- Ability to work with a high degree of autonomy
What the job involves
- In this highly strategic role at Druva you will help lead and evolve the Deal Desk function
- This is a high-impact role with high visibility in the company reporting into the Office of the COO/CFO. You will partner and work closely with Sales, Legal, Pricing, Product, Order Management, and Finance to build processes, business systems, and infrastructure to help scale our organization to the next level, including driving deal velocity and reducing sales cycle times while maintaining compliance
- Support and partner with global Sales leaders to maximize deal execution by providing guidance and support on contract negotiations (deal structure, discounting guidance, contract terms)
- Streamline and automate the process for deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, and communications
- Define and manage the internal workflows involved with the approval process of non-standard deals and actively collaborate with multiple departments to gather inputs for the deal
- Define key deal metrics and track deal data. Use business intelligence and leverage data to understand what's working and what's not, reporting on trends, risks, and areas for the business to improve on and working with cross-functional teams to implement changes
- Understand the market and competitive landscape and provide feedback to internal teams to enhance our products and drive improvements to our bundling, packaging, and pricing
- Provide regular training to our Sales organization to ensure they understand the value proposition of our product and how best to position and sell our product to customers using pricing, bundling, and packaging tactics
- Manage RFP intake process to provide timely and strategic responses to customer’s RFI and RFP requests
- Identify systematic operational process improvements in Salesforce with other cross-functional teams and work closely with them to define, design, and deploy enhancements
- Maintain velocity and compliance for overall deal flow making sure contracts are complete, accurate, and adhere to our policies
- Develop strong collaborative relationships with key stakeholders across the organization, including in Sales, Legal. Pricing, Product, Order Management, and Finance
Our take
The data protection industry is booming, thanks to a move to the cloud. Businesses now have access to vast amounts of data that can provide deep insights into every aspect of their operations, but at the same time are vulnerable to cybercrime and service outages. Druva, founded in 2008, exists to protect that vital data with a cloud-based backup service.
As the move to the cloud accelerates, there is a rising number of companies offering data resiliency services, including IBM, Commvault and Rubrik. However, unlike major competitors, Druva's platform is the first entirely cloud-based service, needing no hardware changes. While newer startups have begun to take this same approach, they lack the size, expertise and client base to compete with Druva.
Considered a leader in its sector, Druva has thousands of enterprise clients including household brand names like Samsung, Hulu and DHL. With the Druva Data Resiliency Cloud now surpassing an average of 17 million daily backups, it is clear that demand for the product is still accelerating, and that the company has plenty of room to continue its growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Apr 2021
$147m
SERIES H
Jun 2019
$130m
SERIES G
Total funding: $475m
Company benefits
- Comprehensive medical, vision & dental
- Unlimited, paid vacation time
- 10 paid holidays per year
- 401(k) Match
- Monthly sponsored fitness activities
- Daily catered lunches
- Weekly happy hours
- Casual dress code
- Volunteer opportunities
Company values
- Innovate, innovate, innovate
- Collaborative work environment
- Leadership development opportunities
- Highest ethical standards
- Organizational agility
Company HQ
Santa Clara, CA
Articles
Leadership
Jaspreet Singh
(CEO)Before founding Druva, Jaspreet was a Member of Technical Staff at Veritas and a Software Engineer with Ensim India.
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 2 more jobs at Druva