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Deal Desk Manager

Darktrace

Darktrace

United States · Remote
Posted on Friday, June 7, 2024

Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 8,400 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks.

Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications. The company’s European R&D center is located in The Hague, Netherlands.

Headquartered in Cambridge, UK, Darktrace has more than 2,400 employees located globally. Customers include public sector agencies, education institutions, media, organizations supplying critical infrastructure, and businesses of all sizes worldwide.

This is an excellent opportunity to join a fast-growing company, named one of TIME magazine’s “Most Influential Companies” for 2021 and one of Fast Company’s “Most Innovative AI Companies” in 2022. For more information on our cutting-edge technology, visit darktrace.com.

Darktrace’s Deal Desk team sits within our Revenue Operations organization and serves as deal advisors to the Sales organization. Our mission is to inspire and influence better strategic decisions while ensuring compliance, efficiency, and scalability.

As a Deal Desk Analyst, you will work cross-functionally, collaborating with Sales, Finance, and Legal, to ensure efficient quoting, contracting, and document review with a focus on high-value/ strategic deals. Teamwork and collaboration are critical to the success of the right candidate. Darktrace seeks a customer-centric attitude and appreciation for working collaboratively in a very fast-paced environment. The desired candidate, preferably with 4+ years of experience in the Deal Desk at a SaaS company, will thrive in environments where uncertainty is common and is skilled in bridging business and sales needs.

Key Duties & Responsibilities

  • Serve as trusted advisor to the Sales team on deal structure, contracting options, margin analysis and approval processes.
  • Act as the first point of escalation and approval on complex deal questions and non-standard requests.
  • Review customer contracts and evaluate appropriate revenue recognition treatment in accordance with revenue recognition policies (currently IFRS), collaborating with cross-functional teams including Legal, Sales, Operations and Finance. Summarize key terms, issues and seek approvals, as needed.
  • Help evaluate non-standard contract terms and identify relevant accounting, billing, and operational impacts.
  • Become a subject matter expert on deal operations and the revenue accounting cycle to identify and implement process improvements.
  • Drive adoption of pricing and policy changes as teams scale and new tools are implemented.
  • Perform other duties and projects as assigned when needed to support the business.

Qualifications & Experience

  • 4+ years Deal Desk, Finance, Bid Management, Sales Operations and/or Orders Management background
  • Strong knowledge of the end-to-end Quote-to-Cash process, experience with Salesforce and CPQ required
  • Strong organizational and execution skills and ability to manage competing priorities.
  • Ability to make and drive process improvement recommendations.
  • Excellent analytical and problem-solving skills to enable informed decision making.
  • Expert knowledge of Microsoft Excel and prior experience with modeling and analysis preferred.
  • Ability to drive rapid, but fact-based decision-making with imperfect data.
  • Work successfully in an ambiguous environment.
  • Ability to manage multiple variables / levers, and toggle approach within defined parameters based on customer needs and business objectives.
  • Clear and thoughtful communicator with exceptional critical thinking skills.
  • A self-starter mentality and a desire to make a positive, lasting impact.
  • Ability to handle peak order volume to meet end-of-month and end-of-quarter deadlines. This requires the ability to cover some morning, evening and weekend shifts around the end of each month and fiscal quarter.

Preferred Qualifications

  • SFDC reporting and dashboard skills
  • Experience with CPQ/ CLM Implementation
  • Enjoys change and business evolution

Benefits

  • 100% medical, dental and vision insurance, plus dependents
  • Paid parental leave
  • Pet insurance
  • Life insurance
  • Commuter benefits
  • 401(k)