Your CareerThe Senior Director of FP&A, Deals Desk (NAM), is a pivotal leader responsible for optimizing the financial performance of all North American commercial agreements. As the Head of NAM Deal Desk, you will lead our centralized deal structuring, pricing, quoting, and contracting function, acting as a strategic partner to Sales, Finance, Legal, and Product teams. You will build and scale a high-performing team, define deal approval policies and governance, and accelerate complex deal cycles while maintaining risk control and profitability.This is an in office role 3 days/week in our HQ, Santa Clara, CA Your ImpactNorth American Deal Strategy & ExecutionLead the North America Deals Desk FP&A function, serving as the financial approver for all high-value, non-standard, and complex commercial transactions in the US and Canada.Develop region-specific pricing and discount strategies that align with NAM market dynamics, competitive landscape, and the company's long-term financial objectives.Provide sophisticated financial modeling and analysis for sales proposals, assessing the impact of deal terms (e.g., pricing, payment schedules, volume commitments) on Gross Margin, ARR, and RPO as some of the KPI’s.Accelerate deal velocity by streamlining the financial review and approval workflow for deals  while maintaining rigorous financial controls and governance.Drive financial accountability for regional bookings, ensuring all commercial agreements adhere to US GAAP and company revenue recognition policies.Collaborate cross-functionally with Finance / Revenue Ops on revenue recognition, forecasting, margin analysis, and deal economicsWork with Legal to standardize terms, review redlines, and manage risk tradeoffsAnalyze trends in discounting, win/loss, pricing sensitivity, and deal outcomes; provide feedback and recommendations to GTM leadershipDevelop training, enablement materials, and playbooks for sales, deal desk, and cross-functional teamsLeverage the use AI to automate repeatable deal workflows, identify discount outliers, and provide data-driven guidance that empowers teams to structure healthier deals.Leadership and Process ImprovementManage and mentor a high-performing Deals Desk FP&A team, fostering expertise in commercial finance, deal structuring, and North American market knowledge.Establish and enforce regional deal governance policies, ensuring consistency and compliance across the US and Canadian markets while balancing regional competitive needs.Collaborate with Global/International FP&A teams to share best practices and ensure global consistency where appropriate, while providing regional context to corporate strategy.Drive continuous improvement in deal desk processes and system utilization (e.g., CPQ/CRM enhancements) to increase efficiency and support high-volume growth.
