Deal Desk Director

About the Role & Team

Join our high-impact team as a Director of Deal Desk, where you'll drive the end-to-end deal lifecycle, optimize deal structures, and ensure pricing accuracy and contract compliance for our global sales organization. Acting as a strategic partner, you’ll collaborate with Sales, Finance, Legal, and Product teams to maximize profitability while aligning deals with corporate policies and financial objectives. The ideal candidate brings strong analytical skills and a proven ability to foster cross-functional collaboration. 

What You’ll Do

• Functional Leadership: Manage and oversee all aspects of the Deal Desk, including process definition, deal structuring, pricing approvals, discounting, and contract management. 
• Process Improvement: Continuously define, refine and optimize Deal Desk processes, workflows, and tools to improve sales cycle time and reduce friction in the deal-making process 
• Compliance Management: Verify that contracts meet all legal requirements, adhere to internal policies, and obtain necessary financial approvals. 
• Cross-Functional Collaboration: Partner with Sales, Legal, Finance, and Product teams to streamline deal processing and resolve any contractual or pricing issues. 
• Strategic Guidance: Advise on optimal deal structures to drive revenue growth, balancing customer needs with corporate policies. 
• Data Analysis & Reporting: Track key deal metrics, providing insights and recommendations to enhance sales efficiency and profitability. 
• Deal Review & Approval: Oversee complex deal structures, pricing, and discount requests, ensuring alignment with company strategy and profitability goals. 
• Pricing Strategy Support: Contribute to the evolution of pricing models and deal desk processes, ensuring scalability and best-in-class practices. 
• Tool Maintenance & Improvement: Manage and enhance CRM and deal management tools to support accurate, efficient, and transparent deal operations. 

What You Bring

• 7+ years of experience in sales operations, revenue operations, or a similar role, with at least 3 years of experience leading a Deal Desk or similar function 
• Proven experience working in a market intelligence, SaaS, or data-driven environment, with a deep understanding of subscription-based pricing models, complex deals, and custom pricing 
• Strong knowledge of CRM systems (e.g., Salesforce), CPQ tools, contract management software, and reporting/analytics tools 
• Exceptional Excel and financial modeling abilities to uncover deeper insights 
• Proven ability to collaborate across functions, build consensus, and effectively influence stakeholders 
• Adept at managing competing priorities, meeting deadlines, and pivoting quickly in dynamic situations 

Why This Role Stands Out
At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid life insurance
  
• Company-paid parental leave
  

Compensation Transparency

At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner.

The expected total annual compensation, depending on location and experience, is between $100,000 – $120,000, inclusive of base salary and variable compensation.
(U.S. ONLY — remove if not applicable)

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.