Director of Deal Desk

Join Navan as the Director of NA Global Deal Desk, where you will lead the regional Deal Desk team, advise on strategic regional deals, develop and deliver training, enable new product introduction, drive quote-to-cash tech stack business requirements, manage price book and SKU, monitor regional deal performance metrics, and ensure financial controls and scalability. You will work closely with Sales, Finance, Legal, Billing, and Product teams, and have a strong expertise in B2B SaaS deal operations and CRM/CPQ systems.

• Develop and scale the North America Deal Desk team, executing the global vision and direction, recruiting and developing team members, and establishing a customer-centric team culture.
• Act as the primary advisor for the largest and most strategic North American deals, working closely with regional sales leadership to evaluate risks and rewards, guide negotiation strategy, and ensure alignment with company objectives.
• Collaborate with Product, Finance, Legal, and other GTM teams to launch new products and services, focusing on the regional implementation and execution of global packaging, pricing, deal structures, and process/systems needs.
• The ideal candidate has strong expertise in B2B SaaS deal operations and CRM/CPQ systems, familiarity with pricing governance and revenue recognition principles, along with proven experience leading and developing a regional team in a dynamic, growth-stage environment
• Understanding of revenue recognition principles (ASC 606) and other accounting implications of deals, including being able to evaluate how contract terms impact revenue recognition and ensure compliance with financial policies and audit standards
• Proven ability to execute and optimize global pricing and deal management strategies within a region
• Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership
• 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies. Experience at late-stage transitioning to public companies is a plus
• Strategic thinker and problem solver who executes global pricing, discounting, packaging strategies and optimizes regional operational processes to support these within CPQ
• Experience leading and developing regional teams, with a track record of scaling Deal Desk teams in a fast-paced, high-growth environment
• Strong expertise in CRM and CPQ systems, including developing regional business requirements for configuration