Director of Global Deal Desk, Starburst
$185-225k
+ Equity
Data platform for analytics, apps and AI
Be an early applicant
Data platform for analytics, apps and AI
501-1000 employees
Be an early applicant
$185-225k
+ Equity
501-1000 employees
Company mission
To free customers from the tyranny of data lock-in.
Role
Who you are
- 8+ years of experience in deal desk, revenue operations, sales operations, finance, or commercial operations, including experience building or scaling a deal desk function from the ground up
- People management experience, with a track record of leading, mentoring, and developing a team
- Deep understanding of B2B SaaS and consumption-based business models, pricing strategies, and contract structures
- Strong knowledge of CPQ and CLM systems (Salesforce CPQ, DealHub, or similar) and experience maintaining data accuracy across Salesforce and adjacent RevOps systems
- Demonstrated experience working cross-functionally with Sales, Finance, Legal, and Operations, with the judgment to balance growth, customer flexibility, and policy compliance
- Experience building or improving approval workflows, operating procedures, and scalable process documentation, with strong analytical skills to identify patterns and manage escalations
- Exceptional communication and stakeholder management skills, with the ability to influence senior stakeholders across levels and functions
- Preferred: experience with global deal support across multiple regions and theaters, discount governance, non-standard order form terms, and revenue recognition standards (ASC 606)
- Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs
- This role is based in our Boston office or open to US-based remote candidates
What the job involves
- The Director, Global Deal Desk leads Starburst’s global deal desk function, building and scaling a strategic capability that ensures complex commercial transactions are structured, reviewed, approved, and executed with speed, consistency, and control
- Reporting to the VP of Revenue Operations, this role manages the deal desk team and serves as the critical bridge between Sales, Legal, Finance, and Revenue Operations on non-standard deal structures, pricing exceptions, and approval workflows
- The Director acts as a trusted advisor to Sales leadership on complex commercial models and billing structures, owns deal desk playbooks and performance metrics, and turns escalation and exception patterns into clearer policy and more scalable operating practices
- This role also carries direct accountability for contract operations, including policy compliance, data accuracy in Salesforce and CPQ systems, and cycle-time performance across global regions
- Lead the global deal desk function, building and scaling a best-in-class capability that supports revenue growth across regions
- Own end-to-end deal approval workflows, including non-standard terms, pricing approvals, and deal structure reviews, driving process clarity, turnaround time, and SLA adherence
- Partner with Sales, Finance, and Legal to structure complex and non-standard deals that balance customer needs, revenue integrity, and company policy
- Act as a trusted advisor to Sales leadership on complex deal structures, pricing strategy, billing models, and discounting
- Develop and maintain deal desk playbooks, approval guidance, deal scoring and risk assessment frameworks, and reference materials that scale consistent decision-making
- Design and monitor metrics and dashboards to track cycle times, SLA performance, and deal quality, and translate escalation and exception patterns into policy and enablement improvements
- Manage contract lifecycle operations, including templates, redlines, and data accuracy across Salesforce and CPQ systems, in partnership with Legal and Business Applications
- Collaborate with Revenue Operations, Sales Operations, Commissions, and Business Applications to streamline quote-to-cash processes and cross-functional handoffs
- Lead, mentor, and develop the deal desk team, building a high-trust, high-judgment operating model that scales with the business across theaters
Our take
Starburst offers a unified platform for accessing distributed data from various databases through its Trino-based query engine. This approach helps users cut infrastructure and analytics costs by providing a single point of access. As the Data Lakes market grows nearly 30% annually, Starburst is well-positioned to help businesses manage their increasingly complex data.
The company has recently gained recognition for its advanced capabilities in data management. Starburst emphasizes the importance of real-time hybrid data access and robust security, especially for AI applications. Its latest report, developed in collaboration with TheCUBE Research, underscores how effective data management practices are essential for successful AI implementation.s
Key findings from the report include the critical need for real-time data access and the alignment of data strategies with AI goals. These insights highlight how Starburst's technology supports efficient AI deployment and data management.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Feb 2022
$250m
SERIES D
Dec 2020
$100m
SERIES C
Total funding: $414m
Company benefits
- Comprehensive Health Insurance Coverage
- Life Insurance, Disability, and Income Protection
- Employee assistance Programs
- Flexible Paid Time Off
- Paid Parental Leave
- Remote Work Opportunties
- Equity Ownership
Company HQ
Fort Point Channel Landmark District, Boston, MA
Leadership
Justin Borgman
(CEO & Chairman)Founder and CEO of Starburst's precursor company Hadapt, which was acquired by Terdata in 2014. Served as VP & GM at Teradata before co-relaunching Hadapt as Starburst in 2017.
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