O pozici
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com , LinkedIn , X , and YouTube .
Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
Co budeš dělat
- Lead and scale the Global Deal Desk function supporting new business, expansion, renewals, and strategic enterprise deals as well as the evolution of new sales motions and routes to market.
- Partner with Sales to structure complex SaaS transactions, including multi-year agreements, ramped transactions, co-terms, bundles, custom pricing, and non-standard terms.
- Own timely deal review, approval workflows, escalation paths, and commercial guardrails.
- Drive consistency in pricing, discounting, contract structure, and deal documentation with an eye for creativity and scalability and a mindset for a winning partnership.
- Evolve and transform the quote-to-cash process driving improved deal velocity and scalability by implementing AI and machine learning solutions.
- Partner with Sales, Legal, and Sales Operations to evaluate deal economics, risk, billing and cash flow, and revenue recognition considerations.
- Improve quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems. Delinea utilizes Salesforce and NetSuite systems.
- Provide insights on discounting trends, approval workflow and related cycle times, deal quality, and policy exceptions.
- Support pricing and packaging changes, new product launches, SKU updates, sales enablement, and acquisition integrations.
- Build, coach, and develop a high-performing Global Deal Desk team.
- Serve as a trusted advisor to Sales leadership and executive stakeholders on strategic deals.
Koho hledáme
- 10+ years in Deal Desk, Finance, or Sales Operations.
- Led a Global Deal Desk team and owned complex quote-to-cash processes in a SaaS or recurring-revenue business.
- Strong understanding of SaaS deal structures, including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling.
- Experience supporting enterprise sales teams on complex, high-value transactions.
- Strong commercial judgment, balancing speed, customer needs, sales strategy, and business risk.
- Extensive experience with Salesforce CRM, CPQ, and CLM systems.
- Experience building and leading a globally dispersed team.
- Partners and influences across Sales and Sales Operations, Legal, Finance and Accounting, Product, and Customer Success.
Benefity
- We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
