Palo Alto Networks · 9 hours ago
Senior Director FP&A Deals Desk (NAM)
Santa Clara, CA
Full-time
Hybrid
Director/Executive
$241K/yr - $332K/yr
10+ years expPalo Alto Networks is dedicated to protecting our digital way of life through innovative technology. The Senior Director of FP&A, Deals Desk (NAM) will optimize the financial performance of North American commercial agreements, leading the centralized deal structuring and pricing function while collaborating with Sales, Finance, Legal, and Product teams.
Agentic AICloud SecurityCyber SecurityNetwork SecuritySecurity
No H1B
Responsibilities
Lead the North America Deals Desk FP&A function, serving as the financial approver for all high-value, non-standard, and complex commercial transactions in the US and Canada
Develop region-specific pricing and discount strategies that align with NAM market dynamics, competitive landscape, and the company's long-term financial objectives
Provide sophisticated financial modeling and analysis for sales proposals, assessing the impact of deal terms (e.g., pricing, payment schedules, volume commitments) on Gross Margin, ARR, and RPO as some of the KPI’s
Accelerate deal velocity by streamlining the financial review and approval workflow for deals while maintaining rigorous financial controls and governance
Drive financial accountability for regional bookings, ensuring all commercial agreements adhere to US GAAP and company revenue recognition policies
Collaborate cross-functionally with Finance / Revenue Ops on revenue recognition, forecasting, margin analysis, and deal economics
Work with Legal to standardize terms, review redlines, and manage risk tradeoffs
Analyze trends in discounting, win/loss, pricing sensitivity, and deal outcomes; provide feedback and recommendations to GTM leadership
Develop training, enablement materials, and playbooks for sales, deal desk, and cross-functional teams
Leverage the use AI to automate repeatable deal workflows, identify discount outliers, and provide data-driven guidance that empowers teams to structure healthier deals
Manage and mentor a high-performing Deals Desk FP&A team, fostering expertise in commercial finance, deal structuring, and North American market knowledge
Establish and enforce regional deal governance policies, ensuring consistency and compliance across the US and Canadian markets while balancing regional competitive needs
Collaborate with Global/International FP&A teams to share best practices and ensure global consistency where appropriate, while providing regional context to corporate strategy
Drive continuous improvement in deal desk processes and system utilization (e.g., CPQ/CRM enhancements) to increase efficiency and support high-volume growth
Qualification
Required
10+ years of progressive experience in Finance, FP&A, or Sales Finance, with a minimum of 5 years of direct experience leading a Deals Desk or Commercial Finance function
Proven experience supporting a sales organization, with a strong understanding of the US and Canadian business environments and contracting nuances
Bachelor's degree in Finance, Accounting, Economics, or a related quantitative field
Strong track record in a SaaS, Technology, or recurring revenue business model environment
Expert-level financial modeling and analytical skills with a strong focus on revenue, gross margin, and working capital impacts of commercial terms
Deep knowledge of US GAAP and revenue recognition principles (e.g., ASC 606)
Exceptional business acumen and the ability to partner with and influence senior sales leaders (VP, SVP level)
Excellent communication, negotiation, and presentation skills to convey complex financial issues to non-financial audiences
Proficiency with enterprise-level CRM/CPQ platforms (e.g., Salesforce, Oracle)
Preferred
An MBA or CPA is highly preferred
Benefits
Restricted stock units
Bonus
Company
Palo Alto Networks
Palo Alto Networks is a cybersecurity company that offers cybersecurity solutions for organizations.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$65MKey Investors
Icon VenturesLehman HoldingsGlobespan Capital Partners
2012-07-20IPO
2008-11-03Series C· $10M
2008-08-18Series C· $27M
Leadership Team
Helmut Reisinger
CEO EMEA
Nikesh Arora
Chairman CEO
Recent News
2026-01-22
The Motley Fool
2026-01-22
Company data provided by crunchbase