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Deals Desk Director - 100% US REMOTE

Sprinklr

Sprinklr

United States · Remote
Posted on Tuesday, April 25, 2023

Sprinklr is a leading enterprise software company for all customer-facing functions. With advanced AI, Sprinklr's unified customer experience management (Unified-CXM) platform helps companies deliver human experiences to every customer, every time, across any modern channel. Headquartered in New York City with employees around the world, Sprinklr works with more than 1,000 of the world’s most valuable enterprises — global brands like Microsoft, P&G, Samsung and more than 50% of the Fortune 100.

Learn more about our culture and how we make our employees happier through The Sprinklr Way.

Job Description

  • 100% U.S. Remote (must already reside in the U.S.)

  • SaaS Experience Highly Desirable

  • Deals Desk Director /Head of Deals Desk – Americas

  • (No 3rd Party Recruiters)

Role Summary

Reporting to the VP of Revenue Operations - Americas, you will be leading and owning all aspects of the Americas Deals Desk team including management of deals through the deal review process to ensure optimal commercial structure and pricing, deal governance, as well as business, operational and SLA compliance, You are a subject matter expert in constructing commercially viable enterprise software subscription deals. You will be a key strategic business partner to the entire field team in the Americas.

In this role you will act as an escalation point for other team members on policy exceptions, complex deal structuring issues, and other deal desk matters.

This role will also need to understand the financial outcomes of deals and linkage to the overall financial targets and Sprinklr’s broader corporate strategy.

Strong negotiation experience and understanding will be critical to managing the field teams and customers.

Cross functional collaboration skills will be important as this role is at the intersection of numerous functions.

Your ability to communicate to sales teams all the way up to our most senior executives will be an important skill to be in this role.

You must be an initiative-taking self-starter who thrives in a fast-paced environment.

What You Will Get To Do (Responsibilities):

  • Devise standardized and structured approach towards deal evaluations with the objective of reducing sales cycle, minimizing approval workflows and maximizing pace of closing the business

  • Provide expertise and guidance to Field teams on deal structuring, pricing, and contract management.

  • Provide deal governance and approval on quotes and deals; ensure adherence to pricing strategy and policy to drive greater deal consistency

  • Provide confident, rational, and supported arguments for any deals that are rejected because of pricing policy, strategy or discount breaches

  • Facilitate the sales approval and standardized contract document generation processes and ensure compliance with published sales and business approval policies

  • Foster and maintain strong working relationships with critical business partners (e.g. Products, Pricing, Finance, Legal, etc.) to expedite the review/approval process

  • Systems expertise to automate and simplify the deal flow and deal validation processes

  • Participate in deal reviews with Sales/Sales Leadership to help drive Account-Level strategy on pricing/deal structuring

  • Support in developing training materials, sales examples and conduct regular training sessions (including policy changes) – to scale best practices on deal structuring and reduce contract variations between similar deals

  • Streamline and support the process for non-standard deal approvals

  • Measure deals desk efficacy and efficiency (based on external benchmarks and best practices) and drive continuous improvement initiatives to deliver a smoother, easier and frictionless experience.

  • Managing, mentoring, and fostering a synergy within the team and thinking of creative ways to challenge and develop personnel on the team.

What You Will Bring (Skills/Experience):

  • Proven track record of working successfully with Executive and Senior Sales leaders

  • 10+ years of relevant Deals Desk/Sales Operations/Finance experience working in Enterprise software / SaaS industry with progressive track record. Previous experience leading and managing a distributed Deal Desk function is required.

  • Proficiency in complex deal structuring (for software license, services and renewal deals) and advising on booking and revenue recognition implications.

  • Ability to navigate internal resources (Pricing, Finance, Legal) to obtain advice and guidance on deal construct and any obstructions or potential blockers to getting approved and booked

  • Ability to work on many deals simultaneously, handling multiple stakeholders in a firm but calm manner.

  • Able to work extended schedules during the month and quarter end cycles

  • Remarkable intellectual curiosity to regularly challenge the status quo

  • A “can do” attitude to affect change within the organization

  • Experience with Salesforce.com, CPQ and other sales related systems including pricing, data enrichment tools

  • Bachelor’s Degree, with financial acumen (Economics, Finance/Accounting)

What You Will Get To Do:

  • Key member of the Regional Revenue Operations team driving operational alignment across key functions of the business.

  • Guide Regional Sales Leadership team on deal structuring in a way that maximizes ARR whilst operating at the same cadence and urgency as the field.

  • Responsible for Deal Governance to operate within the discount limits and exception handling process.

  • Accountable for development and ongoing evolution of non-standard pricing models, appropriate to the region, notably:

  • Consumption based models

  • Burst / Short term Capacity

  • Support sales campaigns in critical customer meetings to support closure of complex deals

  • Identify, build and implement commercial structures as appropriate to support the AMS General Manager and their Sales Leaders in execution of corporate goals - examples include:

  • Enterprise Licence Agreements (ELA’s).

  • Growth models

  • Bring expertise and analytics around discounting benchmarks to assist with deal pricing.

  • Actively participate in all regional deal reviews.

  • Monitor the ongoing business environment to ensure competitive pricing/market position and input into the development and analysis of pricing models and projections.

  • Drive early customer engagement around deal structuring, key levers and negotiating tactics.

  • Ensure end-to-end operational support for the AMS businesses, providing Legal, Accounting and Product support and coordination when needed.

#LI-REMOTE

#LI-JC1

Why you'll love Sprinklr: We’re committed to creating the kind of culture where you feel like you belong, are happier today than yesterday, and your contributions matter. At Sprinklr, our goal is to treat everyone like family and passionately, genuinely care. For full-time employees, we offer flexible paid time off and paid parental leave, medical plans, dental and vision plans, life insurance, 401(k) savings plans, employee stock options, gym and wellness discounts, Plum benefits, Lifemart discounts, and paid time off to invest in learning and career development.

We focus on our mission: We founded Sprinklr with one mission: to enable every organization on the planet to make their customers happier. Our vision is to be the world’s most loved enterprise software company, ever.

We believe in our product: Sprinklr was built from the ground up to enable a brand’s digital transformation. Its platform provides every customer-facing team with the ability to reach, engage and listen to customers around the world. At Sprinklr, we have many of the world's largest brands as our clients, and our employees have the opportunity to work closely alongside them.

We invest in our people: At Sprinklr, we believe every human has the potential to be amazing. We empower each Sprinklrite in the journey toward achieving their personal and professional best. For wellbeing, this includes daily meditation breaks, virtual fitness, and access to Headspace. We have continuous learning opportunities available with LinkedIn Learning and more.

EEO - Our philosophy: Our goal is to ensure every employee feels like they belong and are operating in a judgement-free zone regardless of gender, race, ethnicity, age, and lifestyle preference, among others. We value and celebrate diversity and fervently believe every employee matters and should be respected and heard. We believe we are stronger when we belong because collectively, we’re more innovative, creative, and successful.

Sprinklr is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. See also Sprinklr’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by filling out this form, and we will reach out to you. If you have additional questions, please contact .

Compensation Range

$146,000 - $195,000 - $244,000

The base salary range for this role at minimum, midpoint and maximum is shown above. It is not typical for a candidate to be hired close to or at the maximum of the salary range. At Sprinklr, base pay depends on multiple individualized factors, including experience, qualifications, job-related knowledge and skills, and geographic location. Base pay also depends on the relative experience, knowledge, skills to our internal peers in the role. Base pay is only one part of our competitive Total Rewards package: the successful candidate may also be eligible to participate in Sprinklr’s discretionary bonus plan, commission plan and/or equity plan, depending on role.

US-based Sprinklr employees are eligible for a highly competitive benefits package as well, which demonstrates our commitment to our employees’ health, well-being, and financial protection. The US-based benefits include a 401k plan with 100% vested company contributions, flexible paid time off, holidays, generous caregiver and parental leaves, life and disability insurance, and health benefits including medical, dental, vision, and prescription drug coverage.