Director, Global Deal Desk

ABOUT THE ROLE The Director, Global Deal Desk will lead Starburst's global deal desk function, building and scaling a strategic capability that ensures complex commercial transactions are structured, reviewed, approved, and executed with speed, consistency, and control. This role will manage the deal desk team and serve as the critical bridge between Sales, Legal, Finance, and Revenue Operations on non-standard deal structures, pricing exceptions, and approval workflows. WHAT YOU'LL DO As a Director, Global Deal Desk, you will lead the global deal desk function, building and scaling a best-in-class capability that supports revenue growth across regions. Key responsibilities include: - Leading end-to-end deal approval workflows, including non-standard terms, pricing approvals, and deal structure reviews, driving process clarity, turnaround time, and SLA adherence. - Partnering with Sales, Finance, and Legal to structure complex and non-standard deals that balance customer needs, revenue integrity, and company policy. - Acting as a trusted advisor to Sales leadership on complex deal structures, pricing strategy, billing models, and discounting. - Developing and maintaining deal desk playbooks, approval guidance, deal scoring and risk assessment frameworks, and reference materials that scale consistent decision-making. - Designing and monitoring metrics and dashboards to track cycle times, SLA performance, and deal quality, and translating escalation and exception patterns into policy and enablement improvements. - Managing contract lifecycle operations, including templates, redlines, and data accuracy across Salesforce and CPQ systems, in partnership with Legal and Business Applications. - Collaborating with Revenue Operations, Sales Operations, Commissions, and Business Applications to streamline quote-to-cash processes and cross-functional handoffs. - Leading, mentoring, and developing the deal desk team, building a high-trust, high-judgment operating model that scales with the business across theaters. WHAT YOU'LL NEED To be successful in this role, you will require: - 8+ years of experience in deal desk, revenue operations, sales operations, finance, or commercial operations, including experience building or scaling a deal desk function from the ground up. - People management experience, with a track record of leading, mentoring, and developing a team. - Deep understanding of B2B SaaS and consumption-based business models, pricing strategies, and contract structures. - Strong knowledge of CPQ and CLM systems (Salesforce CPQ, DealHub, or similar) and experience maintaining data accuracy across Salesforce and adjacent RevOps systems. - Demonstrated experience working cross-functionally with Sales, Finance, Legal, and Operations, with the judgment to balance growth, customer flexibility, and policy compliance. - Experience building or improving approval workflows, operating procedures, and scalable process documentation, with strong analytical skills to identify patterns and manage escalations. - Exceptional communication and stakeholder management skills, with the ability to influence senior stakeholders across levels and functions. WHY REMOTE This role is based in our Boston office or open to US-based remote candidates, with 25% in-person travel required for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events.