Full-Time

Director – Deal Strategy

Remote

Posted on 8/20/2024

Highspot

Highspot

1,001-5,000 employees

AI-powered sales enablement platform

Enterprise Software
AI & Machine Learning

Compensation Overview

$156.5k - $234.8kAnnually

+ Bonus + Stock Options

Senior, Expert

Seattle, WA, USA + 29 more

More locations: Washington, USA | Pennsylvania, USA | Oregon, USA | California, USA | Washington, DC, USA | Texas, USA | Montana, USA | Jackson Township, NJ, USA | Florida, USA | Waterbury, CT, USA | Nevada, USA | Georgia, USA | Arizona, USA | Concord, NH, USA | Tennessee, USA | Virginia, USA | Arkansas, USA | Minnesota, USA | Utah, USA | New York, NY, USA | Maryland, USA | Wisconsin, USA | Massachusetts, USA | North Carolina, USA | Missouri, USA | Ohio, USA | Michigan, USA | Illinois, USA | Idaho, USA

This position can be in-office or remote in various states.

Category
Strategy Development
Business Development
Business & Strategy
Required Skills
Sales
Communications
Salesforce
Marketing
Data Analysis
Requirements
  • Bachelor’s degree in Business, Finance, or a related field
  • 10+ years of experience in deal desk, sales operations, or related roles.
  • Strong understanding of deal structuring, pricing strategies, contract management
  • Strong collaboration capabilities across departments, often with competing interests, but all aligned in winning the business (win-win mentality)
  • Excellent analytics, problem-solving, and decision-making skills
  • Strong proficiency with CRM (Salesforce), including/especially CPQ, and other deal desk related tools and technologies (e.g., Lexicon)
  • Experience with maintaining the company’s price book (SKU’s, product descriptions, pricing, and the like)
  • Ability to react and pivot in ambiguous and changing environments
  • Strong ability to define, implement and execute on sales processes across global selling teams
  • Experience of successfully working with c-suite executives with strong communications and presentation development
Responsibilities
  • Build, mentor and lead a high-performing Deal Desk team
  • Be an integral member of product launches, ensuring SKUs are created, the field is enabled and the Deal Desk team is prepared
  • Ensure deal desk processes support the successful launch and scaling of new products
  • Provide training and development opportunities to enhance team capabilities and performance
  • Effectively define team goals and priorities around deal constructs, special pricing, operations, and revenue policies for addressing obstacles to deal closure and other sales escalations
  • Collaborate with executive leadership to define deal objectives, priorities & success metrics for deals
  • Collaborate with sales, finance, legal and product teams to structure competitive and profitable deals, being proactive and leading from the front, determining how to get to “yes” and a win-win for the company as well as our prospects and customers
  • Work extremely closely with sales leadership to understand deal requirements and provide support for complex negotiations, with the ability to think strategically and outside of the box
  • Serve as a key point of contact for internal stakeholders on deal-related matters, including escalations
  • Identify opportunities to streamline and automate deal desk processes to improve efficiency and accuracy
  • Collaborate with product, marketing & sales teams to develop and execute go-to-market strategies for new products including downstream implications for quoting and SKU development
  • Ensure all non-standard business terms are reviewed, approved, and properly documented
  • Anticipate Sales teams’ business needs through participation in events such as pipeline review calls and forecast calls
  • Drive the scoping, design, and implementation of new internal projects and processes that are repeatable, scalable, and measurable related to Deal Desk optimization

Highspot provides a sales enablement platform that helps sales teams improve their productivity and efficiency. Its main product, Highspot Copilot, is an AI-powered digital assistant that delivers the right content to sales representatives at the right time, enhancing their ability to engage and convert buyers. The platform supports sales teams by managing sales content, preparing reps for different selling scenarios, and facilitating personalized interactions through digital sales rooms. Highspot also includes features for onboarding and training sales reps, ensuring they are well-prepared for real-world situations. Unlike many competitors, Highspot focuses on driving measurable outcomes, such as increased win rates and reduced ramp time for new sales reps. The company's goal is to empower sales teams to close deals more effectively and generate higher revenue.

Company Stage

Series F

Total Funding

$625.1M

Headquarters

Seattle, Washington

Founded

2012

Growth & Insights
Headcount

6 month growth

0%

1 year growth

-1%

2 year growth

-2%
Simplify Jobs

Simplify's Take

What believers are saying

  • Highspot is recognized as a leader in the Forrester Wave report Q3 2024.
  • The partnership with Krisp enhances voice productivity in remote sales environments.
  • Highspot's Meeting Intelligence improves real-world coaching for better sales outcomes.

What critics are saying

  • Highspot faces competition from larger rivals like Salesforce and Oracle.
  • Recent layoffs may impact Highspot's operational efficiency and innovation.
  • Reliance on AI technologies exposes Highspot to data privacy and ethics concerns.

What makes Highspot unique

  • Highspot offers a unified sales enablement platform with AI-driven features.
  • The platform integrates content management, training, and engagement intelligence for sales teams.
  • Highspot Copilot enhances sales productivity with AI-powered digital assistance.

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Benefits

Medical, dental, vision, disability, & life benefits

Group Retirement Savings Plan (RRSP)

Matching employer contributions (DPSP) with immediate vesting

3 Weeks of Paid Vacation

Generous Holiday Schedule

Quarterly Recharge Fridays

Flexible work schedules

Professional development opportunities

Discounted ClassPass membership

Access to coaches & therapists

2 Volunteer days per year

INACTIVE