Director - Deal Desk

About Chargebee:

Chargebee is a subscription billing and revenue management platform powering some of the fastest-growing brands around the world today, including Calendly, Hopin, Pret-a-Manger, Freshworks, Okta, Study.com, and others. Thousands of SaaS and subscription-first businesses process over billions of dollars in revenue every year through the Chargebee platform. 

Headquartered in San Francisco, USA, our 500+ team members work remotely throughout the world, including India, the Netherlands, Paris, Spain, Australia, and the USA.  

Chargebee has raised over $480 million in capital and is funded by Accel, Sequoia, Tiger Global, Insight Partners, Steadview Capital, and Sapphire Ventures. And we’re on a mission to push the boundaries of subscription revenue operations. Not just ours, but every customer and prospective business on a recurring revenue model.

Job Summary:

Chargebee is looking for a Director, Deal Desk to play a key role in establishing and maturing our Deal Desk team. As a trusted advisor to Sales, Finance, Partner Ecosystem, Marketing, and Legal teams, you’ll provide leadership and guidance on structuring deals and driving process improvements. To be successful in this role, you’ll have a customer-centric attitude and appreciation for working collaboratively in a fast-paced, globally diverse environment.

Roles and Responsibilities:

• Establish a new team responsible for supporting a number of segments, verticals, and geographies across global team

• In partnership with Sales, Legal, Accounting, and Finance teams, manage commercial contract development, optimal deal structuring, drive deals to closure internally and externally

• Maintain a holistic view of a deal during contract negotiations; drive internal stakeholder discussions and alignment on customer concerns or key business issues that arise during negotiations

• Partner with Sales Operations, Sales, Partnership Ecosystems, Finance, Legal, to drive process improvements, automation, and team enablement

• Create internal reports to drive transparency and improve behavior changes through reporting, dashboards, and analytics with high-quality data

• Support Sales team on contract objection-handling techniques, alternative contract options, compensation impacts, and value propositions to drive clean deals and close new revenue

• Develop tools that help the Sales team effectively price and structure deals while managing certain business metrics and requirements

• Be a sales-facing, or occasionally customer-facing, subject matter expert on deal structuring, processes, and policies

Skills and Experience:

• 6+ years of overall experience in Deal Desk and deal structuring in SaaS, ideally FinTech 

• Minimum of 5 years in a Deal Desk leadership role working directly with Sr. Leaders and Executive sacross Finance, Sales, Pricing, Legal, Operations

• Demonstrated ability to work effectively in a virtual team environment with diverse global stakeholders 

• Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations; quantitative experience required

• Expert knowledge in modeling/analysis, experience with Excel, GSuite, Deal Hub and Salesforce preferred

• Strong understanding of SaaS revenue recognition best practices, including ASC 606

• Ability to manage multiple variables, and adjust approach within defined parameters as well as the ability to drive rapid, but fact-based decision-making with imperfect data

• Strong negotiation skills with experience supporting customer negotiations

Benefits:

• We are Globally Local: With a diverse team across four continents, and customers in over 60 countries, you get to work closely with a global perspective right from your own neighborhood.

• We value Curiosity: We believe the next great idea might just be around the corner. Perhaps its that random thought you had ten minutes ago. We believe in creating an ecosystem that fosters a desire to seek out hard questions, figure out answers to them, and foster a continuous learning environment.

• Customer! Customer! Customer!: Everything we do is driven towards enabling our customers’ growth. This means no matter what you do, you will always be adding real value to a real business problem. It’s a lot of responsibility, but also a lot of fun.

If you resonate with Chargebee, have a monstrous appetite for curiosity, and an insatiable urge to learn and build new things, we’re waiting for you!
 

We value people from all backgrounds and are dedicated to hiring and employing a diverse and inclusive workplace.

Come be a part of the Chargebee tribe!