Full-Time

Director – Deal Strategy

Confirmed live in the last 24 hours

Druva

Druva

1,001-5,000 employees

Cloud-based data protection and management solutions

Enterprise Software
Cybersecurity

Compensation Overview

$190k - $266kAnnually

+ Bonus + Commission + Equity

Senior

Santa Clara, CA, USA

Mandatory 3x per week attendance at Santa Clara HQ office.

Category
Project Management
Strategy Development
Business Development
Business & Strategy
Required Skills
Salesforce
Data Analysis
Requirements
  • 8+ years experience in a Deal Desk role at a SaaS company; experience in Sales Ops and/or Pricing is a plus
  • Experience working in a fast-paced company driving cross-functional collaboration. Prior experience at a high-growth start-up is a plus.
  • Strong understanding of Salesforce-based quote-to-order processes, Salesforce CPQ is a plus
  • Strong understanding of SaaS business model and revenue recognition is a plus
  • Demonstrate the ability to go “above and beyond” in the support of our Sales teams and clients
  • Strong collaboration and communication skills, including proven experience communicating effectively with senior leadership
  • Good problem-solving skills along with “common sense” to address issues and drive impact
  • Ability to work with a high degree of autonomy
Responsibilities
  • Support and partner with global Sales leaders to maximize deal execution by providing guidance and support on contract negotiations (deal structure, discounting guidance, contract terms)
  • Streamline and automate the process for deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, and communications.
  • Define and manage the internal workflows involved with the approval process of non-standard deals and actively collaborate with multiple departments to gather inputs for the deal.
  • Define key deal metrics and track deal data. Use business intelligence and leverage data to understand what's working and what's not, reporting on trends, risks, and areas for the business to improve on and working with cross-functional teams to implement changes
  • Understand the market and competitive landscape and provide feedback to internal teams to enhance our products and drive improvements to our bundling, packaging, and pricing.
  • Provide regular training to our Sales organization to ensure they understand the value proposition of our product and how best to position and sell our product to customers using pricing, bundling, and packaging tactics.
  • Manage RFP intake process to provide timely and strategic responses to customer’s RFI and RFP requests
  • Identify systematic operational process improvements in Salesforce with other cross-functional teams and work closely with them to define, design, and deploy enhancements.
  • Maintain velocity and compliance for overall deal flow making sure contracts are complete, accurate, and adhere to our policies.
  • Develop strong collaborative relationships with key stakeholders across the organization, including in Sales, Legal. Pricing, Product, Order Management, and Finance

Druva provides data protection and management solutions designed for the cloud. Its main product is a Cloud Platform built on Amazon Web Services (AWS) that ensures enterprise data remains safe and accessible. This platform is globally available, can scale infinitely, and operates without the need for manual management, making it suitable for large organizations across various industries like technology, finance, and healthcare. Druva's services are offered through a Software-as-a-Service (SaaS) model, allowing clients to subscribe rather than buy software outright, which helps reduce costs and provides flexibility. Unlike many competitors, Druva's focus on cloud-based solutions eliminates the need for physical hardware, leading to significant cost savings for clients. The company's goal is to enhance data resiliency for enterprises while maintaining a predictable revenue stream through subscriptions.

Company Stage

Series H

Total Funding

$475M

Headquarters

Santa Clara, California

Founded

2008

Growth & Insights
Headcount

6 month growth

1%

1 year growth

0%

2 year growth

0%
Simplify Jobs

Simplify's Take

What believers are saying

  • Druva's significant milestones, such as surpassing $100 million in annual recurring revenue, indicate strong financial health and growth potential.
  • The company's expansion into new markets, including the ASEAN region through partnerships with NEXTGEN Group, highlights its global scalability and market penetration.
  • Recognition in the Deloitte Technology Fast 500 for four consecutive years underscores Druva's innovation and rapid growth in the tech industry.

What critics are saying

  • The competitive landscape of cloud data management is intense, with major players like AWS and Google Cloud posing significant threats.
  • The reliance on AWS infrastructure could expose Druva to risks associated with AWS outages or service disruptions.

What makes Druva unique

  • Druva's platform is built on AWS, ensuring global accessibility and infinite scalability, which sets it apart from competitors relying on traditional data centers.
  • The company's SaaS model eliminates the need for physical hardware and complex software management, offering a cost reduction of up to 50% for clients.
  • Druva's focus on data resiliency and security, including services like Threat Hunter and Managed DDR, provides a comprehensive solution for enterprise data protection.

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