What we are Looking for?

We are looking for a dynamic Americas Deal Desk Leader that has industry experience in the software security space and is passionate about helping drive top line revenue through creative deal strategies and building new approaches from the ground up. Geographically, this role will be responsible for supporting SentinelOne’s Americas Sales GEO, across Enterprise, Strategic, Federal, SLED, Unified Commercial and Managed Service Provider accounts.

Reporting to the AVP of the Global Deal Desk, this critical role will manage the Americas Deal Desk team, ensuring the team's success and will also actively participate throughout the Sales cycle of SentinelOne’s most strategic deals, partnering cross functionally to ensure organizational priorities remain aligned. The ideal candidate has experience in deal pricing, structuring complex deals, thinking out of the box and has expertise in discussing recommended deal structures with Customers. This role will also be required to collaborate cross functionally on deal management strategies and roll out processes to support those strategies, specific to the varying regional requirements. One of the main goals of this role is enabling our Sales teams as well as our business partners to remain highly productive, so timely execution is critical at all stages. Experience managing high-performing teams and building strong business partnering relationships with Sales, Legal, Product Management and Finance is a must.

What will you do?

• Hands on management of the Americas Deal Desk team, ensuring consistency and creativity across pricing and deal structuring while maintaining a strong brand as a team
• Enable Americas Deal Desk team members to remain up to speed with changing GTM objectives and pricing strategies and adapt to organizational goals and priorities
• Proactively support our Americas Sales Leaders on all deal-related matters to help find quality solutions to complex deal challenges including compliant complex deal structures, pricing expertise, competitive intel or simply helping liaison between customer requirements and business objectives
• Ensure all quote approvals, deal reviews and deal structures for the Americas Sales teams are reviewed in a timely manner and receive the necessary stakeholder buy in, when needed
• Establish KPIs to showcase teams performance and success
• Develop business partnerships with Sales Leadership, Product Management and Finance teams with the goal of being a trusted advisor, collaborating on deal terms often while taking a lead for Sales
• Coordinate with stakeholders to seek inputs for complex deals including working closely with Finance, Accounting and Legal on non-standard terms
• Take the lead on building new GTM initiatives and process improvements, working cross functionally with Sales, Pricing, Product Management, Finance, Accounting and Legal
• Proactively identify areas of improvements for across but not limited to deal flow, pricing, deal structures and team engagement
• Maintain excellent detailed documentation over the Deal Desk approval and deal structuring processes and present to Sales on an adhoc basis
• Support the Accounting and FP&A teams during quarter reviews, annual audits, and preparation of Board materials, by providing input, answering questions, and providing clarification on strategic deals or Deal Desk processes
• Collaborate and share best practices across geographies/regions

What skills and experience should you bring?

• Bachelor’s Degree in Business Administration, Finance or Economics
• 10+ years of experience in a deal desk, pricing, or deal structuring role
• 3+ years of experience managing high performing teams, with proven success
• Software/SaaS/subscription experience is required, Cyber Security is a plus
• Ability to listen to the needs of the Field and Customers problem solve to find quality solutions and escalate as needed
• Curiosity to go beyond the basics to really understand our GTM strategies to ensure our deal management strategies, new product introductions and processes are aligned
• Self motivated and the ability to show initiative and follow through on tasks and assignments
• Ability to work well with Revenue Accounting & Legal to understand our revenue guidelines and ensure deals are structured accordingly
• Strong verbal and written skills with an emphasis on the ability to summarize and translate complex needs of the field to the Executive team
• Aptitude to present and discuss complexity with Customers directly
• The startup builder mentality of not only working on deals but also setting up deal management strategies and processes for scale to support future growth
• Strong attention to details and analytical skills
• Salesforce knowledge required
• Proficiency in MS Office, Google Sheets, Google Docs & Google Slides
• Knowledge of working in a multinational environment and understanding of international operations
• Ability to be flexible with changing priorities
• Flexible to work extended hours during peak periods and multiple time zone

Why Us?

You will be joining a cutting-edge company where you will tackle extraordinary challenges and work with the very best in the industry.

• Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
• Unlimited PTO
• Industry-leading gender-neutral parental leave
• Paid Company Holidays
• Paid Sick Time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events, including regular happy hours and team-building events