Deal Desk Lead

What You'll Do

• Own deal desk end-to-end and make it a velocity and quality advantage. Be the single point of accountability for deal structuring, non-standard terms, discount and approval workflows, and quote accuracy. Reps should come to you because you unblock them, not because a policy forces them to. Set the standard on turnaround time and hold it — we move in hours, not days. Help run the deal review cadence, and train reps and managers on pricing, packaging, commercial standards, negotiation strategy, and approvals so that most deals never need you.
• Shape how we price across a diversifying platform. Partner directly with our Co-CEOs and Product Managers on base + consumption pricing frameworks: packaging, commit structures, overage and true-up mechanics, floors and guardrails, and how it all lands on an order form. Own the price book and discount guidance once it's set, and keep list-price integrity from eroding deal by deal. Bring a point of view, pressure-test it against real deals, and revise the model as those deals expose where it breaks.
• Build the quote-to-cash process and systems foundation. Work with GTM Systems, Finance, Legal, and Accounting to evolve the path from quote to signature to invoice to revenue recognition, including incorporation of AI workflows. Own CPQ, order form templates, approval matrices, and the data hygiene that makes billing and reporting trustworthy. Turn one-off fire drills into durable infrastructure.
• Own the commercial mechanics of renewals and expansions. Structure amendments, co-terms, ramped commits, and early renewals so the install base grows cleanly. Set the standard on uplifts and enforce them at renewal. Make sure what we signed last year doesn't constrain what we can sell this year.
• Connect dots across the GTM and finance orgs. You'll translate legal risk to sellers, deal reality to finance, and revenue mechanics to executives, often in the same afternoon. When a deal needs an exception, you'll frame the tradeoff clearly enough that leadership can decide in minutes.

Who You Are

• You've run deal desk at a high-growth SaaS company. Ideally supporting 100+ AEs selling enterprise software at multi-$100K or $1M+ price points. You know what breaks at scale because you've seen it break and fixed it.
• You've worked on consumption and usage-based pricing, not just seats. You understand commits, drawdown, overage, minimums, and the ways hybrid models create both upside and revenue-recognition headaches. Experience standing up a new consumption model is a strong plus.
• You've built or rebuilt CPQ and quote-to-cash. You've been the person configuring the approval flows, designing the order form, and untangling the handoff to billing — not the person writing the requirements doc and waiting.
• You think from first principles. When something isn't working, you don't reach for an industry framework first. You ask why, build a hypothesis, and test it. You hold views loosely and update them fast, and you're eager to learn how Hightouch actually runs rather than just apply what worked at your last company.
• You have a bias toward iteration over perfection. You'd rather ship an imperfect fix that moves a decision forward than spend two weeks on something polished that lands too late.
• You're genuinely hands-on-keyboard. You build your own reports and configure the systems yourself. You have fast-growing fluency in using AI to accelerate your work.
• You're a clear, direct communicator with good judgment on risk. Sales leaders and executives trust you because you tell them what you actually think, not what they want to hear. You know which battles are worth fighting and which terms are worth conceding.
• You have empathy for sellers. You understand that a slow deal desk costs real revenue. You are energized by helping reps structure deals, and also good at writing reference documentation that's easy for reps to use. Quota-carrying or field experience is a plus.