Illumio · 2 months ago
Deal Desk Strategist
HQ - Sunnyvale (Office)
Full-time
Onsite
Senior Level
6+ years expIllumio is a leader in ransomware and breach containment, focused on redefining how organizations contain cyberattacks. The Deal Desk Strategist plays a critical role in supporting sales success by ensuring complex deals are structured, priced, and executed accurately and compliantly, while partnering with various teams to enhance deal velocity and operational excellence.
Cloud SecurityCyber SecurityData CenterSaaSSecurity
Responsibilities
Partner with EMEA Sales leadership on deal strategy across New, Renewal, and Expansion motions
Provide guidance on pricing, packaging, multi-year structures, ramps, co-terms, payment terms, and competitive positioning
Drive consistency in how Illumio Products & Services, Marketplace transactions are quoted and approved in line with other geos
Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools)
Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies
Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals
Enable EMEA Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches
Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations
Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity
Facilitate consistent communications to EMEA Sales regarding policy updates, pricing changes, and approval processes
Monitor deal pipeline quality, data hygiene, and forecast accuracy for EMEA
Identify recurring friction points and collaborate with BizApps to enhance quote-to-cash systems
Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness
Qualification
Required
6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment
Strong understanding of SaaS commercial models: subscription renewals, expansions, usage-based licensing, multi-year deals, ramps
Deep hands-on experience with Salesforce, CPQ, Order Form generation, and order booking
Ability to analyze complex deal structures and provide clear guidance to Sales and leadership
Exceptional communication skills and comfort working with distributed, cross-functional global teams
Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies
Comfortable operating independently with high ownership, as expected in Illumio style distributed team
Ability to thrive in a fast-paced, dynamic environment
Organized and a self-starter
Preferred
Experience with Marketplace transactions (AWS, Azure, GCP)
Familiarity with pricing frameworks, SKU simplification projects, and product bundling
Background supporting Enterprise customers in EMEA with region-specific commercial nuances
Experience with CPQ replacements or building custom quoting workflows (Agentforce, custom UI, etc.)
Company
Illumio
Illumio, the breach containment leader
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$557.5MKey Investors
Thoma BravoJ.P. Morgan Asset ManagementAccel,BlackRock
2021-06-23Series F· $225M
2019-02-07Series E· $65M
2017-06-07Series D· $125M
Leadership Team
Andrew Rubin
CEO & Founder
Anup Singh
Chief Financial Officer
Recent News
Business Wire
2026-02-03
2025-12-19
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2025-12-19
Company data provided by crunchbase