Director, Deal Desk

It's fun to work in a company where people truly believe in what they're doing!

At Blackline, we're committed to bringing passion and customer focus to the business of enterprise applications.

Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance.

Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.

Work, Play and Grow at BlackLine!

The Director, Deal Desk is responsible for building and owning the deal processes within Blackline. This role will be critical in building a highly predictable and scalable revenue operating model. We are looking for an experienced, detail-oriented, problem-solver to own and lead this function. This role will be highly cross-functional and will liaise with Finance, Legal, Accounting, Product, and others to analyze deal terms and unit economics, identify and implement process changes to shorten deal close cycles, and drive alignment across the organization to reduce risk and increase consistency. Additionally, this person will assist with ad hoc strategic analyses and initiatives aimed to drive predictable revenue growth.

• Own and lead the daily to day operations of the deal desk and continuously search for opportunities to improve and become more efficient
• Facilitate structuring and execution of transactions while optimizing for customer experience, revenue upside, profitability, and compliance
• Partner with Go-To-Market and act as subject matter expert on all pricing and margin related matters (e.g., monitoring and updating auto-approval thresholds, analysis of offerings and initiatives to ensure revenue and margin outcomes are understood, etc.
• Evaluate deal economics, commercial terms and conditions, operational requirements, and non-standard structuring requests
• Job Description
• Identify and implement process improvements to shorten deal close cycles, minimize risk and maximize revenue
• Benchmark industry-wide Deal Desk functions for maturity assessment and development roadmap
• Maintain an agreed upon SLA on deal turnaround times and own all Deal Desk KPIs
• Perform analysis on all the variables that impact our margins (there are many), and provide strategic recommendations on how we can continue to drive profitable revenue
• Design and build an inclusive, engaged, and high performing team
• Define and use OKRs to develop the team and guide decision making

• BA Degree in Accounting, Marketing, or related field
• Salesforce
• Microsoft Office

• 8 years of broad experience across sales, deals desk, finance, contracts, sales operations, or revenue role; SaaS experience required
• Proven experience building and developing motivated, independent, solution-oriented teams
• A thorough understanding of the SaaS sales process and the ability to navigate and progress long, complex sales cycles
• Strong business acumen with excellent communication skills throughout all organizational levels - both verbal and written
• Comfortable with and well recognized for taking complex, unstructured situations and leading the room (both customer and internal) in getting clarity, understanding and agreement
• Expert negotiation and partnering skills to understand customer needs and tailor an optimal solution for all parties
• Understanding of GAAP accounting standards associated with revenue
• Familiarity with SaaS pricing and packaging models/strategies
• Self-motivated and able to work under pressure, dependable with deliverables and deadlines, able to multi-task
• Able to adapt to a constantly changing environment; flexibility to work extended hours during peak periods and across multiple time zones

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A company who believes in providing the best possible service to its clients, and that starts with offering amazing perks to its employees. These perks include 100% coverage for healthcare, vision, and dental, 401(k) matching, ESPP, food, drinks, games, and so much more!
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

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