Navan · 2 weeks ago
Director, Deal Desk
New York, NY
Full-time
Onsite
Senior Level, Lead/Staff
$172K/yr - $265K/yr
10+ years expTripactions is seeking a Director for their North America Global Deal Desk, responsible for operational execution and excellence in the regional Deal Desk function. The role involves advising on complex deal structures, leading a regional team, and collaborating with various departments to ensure scalable revenue growth and adherence to policies.
Business TravelFinancial ServicesPaymentsSoftware
Responsibilities
Develop and scale the North America Deal Desk team: Lead the regional team of Deal Desk experts, executing the global vision and direction, recruiting and developing team members, and establishing a customer-centric team culture focused on accountability, efficiency, and continuous improvement
Advise on strategic regional deals: Act as the primary advisor for largest and most strategic North American deals. Work closely with regional sales leadership in these select deals to evaluate risks and rewards, guide negotiation strategy, and ensure deals align with company objectives. Support strategic deals across regions as needed
Develop and deliver enablement & training: Aid in the development and deliver regular training and enablement programs for the North America sales and related teams on pricing, deal structures, quoting tools, and deal processes in conjunction with our GTM enablement team
Enable new product introduction and monetization: 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 for new offerings
Drive quote-to-cash tech stack business requirements: Work with our Business Technology and GTM Systems teams to ensure we have the right systems to support our quote-to-cash process from our CRM, CPQ, CLM, and billing. This role is a key stakeholder responsible for defining the regional business requirements of our CPQ implementation and a contributing stakeholder working with Finance, Legal, Billing to define the requirements of the remaining order-to-cash tech stack
Price book and SKU Management: Ensure regional governance and adherence to global price books, discounting and approvals guidelines, and SKU structures within North America
Monitor regional deal performance metrics: Working in conjunction with GTM systems and analytics teams, monitor and report on metrics and dashboards used to track regional deal cycles around closing processes, discounting, exceptions, approvals, and pricing effectiveness. Use insights from these metrics and associated analytics to improve NA Deal Desk operations and develop recommendations for how to improve the regional closing process (including approvals, discounting, deal handoffs, etc)
Financial Controls & Scalability: Ensure regional adherence and execution of robust controls, processes, and systems with respect to Deal Desk operations and deal closing that satisfy regulatory, compliance, and audit requirements for public-company standards (e.g., financial reporting standards, internal controls, SOX compliance, revenue recognition)
Qualification
Required
Strong expertise in B2B SaaS deal operations and CRM/CPQ systems
Familiarity with pricing governance and revenue recognition principles
Proven experience leading and developing a regional team in a dynamic, growth-stage environment
10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies
Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership
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
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
Preferred
Experience at late-stage transitioning to public companies
Strategic thinker and problem solver who executes global pricing, discounting, packaging strategies and optimizes regional operational processes to support these within CPQ
Proven ability to execute and optimize global pricing and deal management strategies within a region
Company
Navan
Navan provides travel, expense, and corporate card management to automate manual processes and drive spend visibility.
1001-5000 employees
H1B Sponsorship
Navan has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (45)
2024 (22)
2023 (38)
Funding
Current Stage
Public CompanyTotal Funding
$2.25BKey Investors
Goldman Sachs Bank USACoatueGreenoaks
2025-10-30IPO
2025-04-07Convertible Note
2022-12-08Debt Financing· $400M
Leadership Team
Ariel Cohen
CEO and Co-Founder
Carlos Avelar
Account Executive
Recent News
2026-01-23
Company data provided by crunchbase