Job Description
Your role at Dynatrace
The Director of Global Deal Desk leads the Global Deal Desk organization and is responsible for global deal governance and execution activities, including approval of non-standard terms and support of complex, high-value opportunities across all regions.
The Director will partner closely with Sales, Sales Ops, Finance, Legal, and Product Management to drive deal structuring and discounting. By establishing scalable processes and strong governance, this role ensures exceptional customer experience while maximizing revenue and margin. Deal Desk works cross-functionally with senior stakeholders to improve deal velocity, pricing discipline, and transparency across the deal lifecycle.
Responsibilities:
- Lead and manage the Global Deal Desk organization across regions (Americas, EMEA, and APAC)
- Serve as a trusted strategic partner to Sales leadership on complex, large, and non-standard deals
- Define the strategy for Deal Desk engagement and enable cross-functional stakeholders to effectively work with the team
- High sales empathy – moves quickly and knows how to be a partner rather than a gatekeeper
- Strategic thinker who builds scalable programs
- Open to using AI to amplify their skills and strengthen their work – demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
- Own approval authority for non-standard deal terms
- Partner with Sales, Revenue Accounting, Legal, and Product Management to ensure deals align with revenue recognition, margin, and compliance requirements
- Serve as the primary escalation point for high-risk or high-value deals and quarter-end deal execution
- Oversee CPQ quote approvals
- Establish and maintain global deal desk policies, processes, and approval matrixes
- Develop and track KPIs related to deal velocity, discounting, price realization, and compliance
- Provide regular reporting and insights to executive leadership on deal trends and performance
- Partner with Sales Enablement efforts for sales teams on pricing, deal structures, and approval processes
- Partner with Business Systems on CPQ and quote-to-cash process improvements
- Foster strong relationships with sales leadership and cross-functional stakeholders globally
- Other duties as assigned and required
This is a remote eligible position. Candidates who live within a 45 mile radius of Boston, MA; Detroit, MI; and Denver, CO will be required to work hybrid (2 days per week) out of our Dyntrace office. Candidates are required to work EST hours for this position.