Sr. Director of Corporate Deal Strategy & Operations

The Senior Director, Corporate Deal Strategy and Operations leads the global Corporate Deal Strategy and Operations function, driving a scalable, efficient, and well-governed customer contracting operation. This role serves as the company's senior subject matter expert on complex deal structuring and enterprise contract economics, partnering closely with Sales and cross-functional stakeholders to accelerate deal velocity while managing risk and ensuring policy compliance.

This leader is responsible for building and scaling a high-performing Corporate Deal Strategy and Operations organization, enabling Sales to execute complex, non-standard transactions, and continuously improving processes, systems, and controls that support the quote-to-cash lifecycle.

KEY RESPONSIBILITIES

Deal Strategy & Execution

• Serve as a trusted advisor to the global Sales organization on deal strategy, structuring, and execution for complex and high-value transactions.
• Lead the review and approval of non-standard, out-of-policy, and high-dollar deals, including risk assessment and executive-level decision support.
• Provide escalation support for advanced deal structures, including alternative commercial models and objection-handling strategies to support deal closure.
• Draft and negotiate unique commercial and economic terms on customer order forms, partnering with Legal on related contractual documents.
  

Cross-Functional Leadership

• Act as a central pivot point across Legal, Finance, Accounting, Sales Operations, Enablement, Compliance, Product, and Business Applications to ensure a smooth path from deal to cash.
• Partner with Sales leadership to establish and evolve best practices for executing non-standard and partner-centric deals.
• Represent the Corporate Deal Strategy and Operations function through corporate change initiatives, including product launches, pricing changes, new routes-to-market, and acquisitions.
  

Operational Excellence & Scale

• Design, implement, and continuously improve deal flow processes and controls to reduce friction, improve cycle times, and support business scale.
• Build and maintain process flows that support a partner-centric, sell-through model in a rapidly evolving business environment.
• Recommend and implement tools and systems to support non-standard deal workflows, including CRM, CLM, workflow automation, and AI-enabled enhancements.
• Develop and deliver sales enablement materials such as pricing and product FAQs, approval templates, and deal guidance.

Analytics & Performance Management

• Define and report on Corporate Deal Strategy and Operations performance metrics, including SLAs, deal volume, cycle time, and deal trends.
• Use data and analysis to identify risks, opportunities, and areas for continuous improvement across the deal lifecycle.
  

People Leadership

• Hire, lead, mentor, and develop a high-performing Corporate Deal Strategy and Operations team, fostering accountability, collaboration, and professional growth.
• Ensure team members are equipped to execute unique deal processes, generate accurate documentation, communicate effectively with Sales, and manage deal status end to end.
• Maintain the ability to step into core deal flow activities as needed to support the team and review work product.

WHAT YOU WILL BRING

• 5+ years of experience supporting enterprise customer sales, preferably in a high-growth, multinational software company; experience at scale ($100M+ annual revenue) strongly preferred.
• Multiple years of people management experience with a track record of building and developing teams.
• Professional legal or accounting degree with active registered status.
• Strong understanding of enterprise deal structuring, pricing, and software revenue recognition principles.
• Extensive experience negotiating complex commercial and contractual terms with enterprise customers.
• Advanced Excel and analytical skills; comfort using data to inform decisions and influence stakeholders.
• Proven ability to operate effectively under pressure, prioritize competing demands, and meet deadlines with a high degree of accuracy.
• Executive presence with strong interpersonal and influencing skills and a consultative leadership style.
• Self-directed, adaptable problem solver who thrives in a fast-paced, evolving environment.
• High-energy, change-oriented leader with a passion for improving processes and driving meaningful business impact.