Director Sales Operations Management - Deal Desk (Security)

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The Director, Sales Operations Management leads a team responsible for commercial deal support, proposal development, pricing strategy, deal modeling, and sales enablement while remaining actively engaged in the organization's most strategic opportunities.

This is a hands-on leadership role responsible for developing talent, scaling commercial capabilities, and establishing repeatable processes while personally supporting high-impact enterprise opportunities. The Senior Manager acts as both a people leader and a strategic partner to Sales leadership, driving consistency in commercial execution across the business.

Team Leadership & Capability Development

• Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.
• Establish performance goals, career development plans, and operational priorities.
• Create scalable processes, tools, and templates that improve deal quality and sales productivity.
• Foster a culture of collaboration, customer focus, and continuous improvement.

Strategic Deal Engagement

• Personally support the organization's largest, most complex, and highest-priority opportunities.
• Partner with Sales Leadership on commercial strategy and deal execution.
• Review and provide guidance on pricing models, proposals, and solution recommendations created by team members.
• Act as an escalation point for complex commercial scenarios.

Customer-Facing Proposal & Commercial Strategy

• Oversee creation of customer-facing proposals, executive presentations, pricing summaries, and business cases.
• Ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations.
• Drive consistency in proposal quality, messaging, and commercial positioning.

Product & Use Case Alignment

• Partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations.
• Guide sales teams on product selection, packaging, and strategic positioning.
• Ensure proposed solutions align with customer goals and organizational priorities.

Sales Enablement & Operational Excellence

• Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.
• Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.
• Identify opportunities to streamline deal workflows and improve sales productivity.
• Drive best practices across opportunity qualification, commercial engagement, and proposal development.

• 10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations.
• 3+ years leading or mentoring teams in a sales support, commercial, or operations environment.
• Experience supporting enterprise software or SaaS organizations through complex sales cycles.
• Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations.
• Proven ability to coach sales teams and influence executive stakeholders.
• Exceptional communication, leadership, and organizational skills.
• Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities.

JV20

Additional Information

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