About the Job:
As a Deal Desk Analyst, you will report to the Director, Deal Management and support all customer deals throughout the quote-to-cash process. The ideal candidate is skilled and knowledgeable in areas such as enterprise software deal structures, common SaaS metrics, commercial terms, and revenue recognition principles.
You’ll be a critical part of LaunchDarkly’s growth by partnering with our Sales organization in the construct, review, approval and negotiation of business opportunities. You will act as the coordinator between Sales and all other cross functional teams as business opportunities are evaluated, negotiated and closed. You’ll develop relationships at all levels and across the entire company in support of your deal function.
LaunchDarkly is a dynamic startup. The successful candidate will thrive in a fast-paced, ever-changing environment, demonstrate resourcefulness when faced with new scenarios, and apply best-practice principles to each solution.
Responsibilities:
- Serve as a trusted advisor to the Growth, Enterprise, and Strategic Sales teams on deal construction and negotiation of complex transactions.
- Own and manage a book of business, working closely with Sales leaders to support, guide, and track high-value deal negotiations.
- Review proposed deals, provide feedback/coaching, ensure accuracy/compliance with published policies, and approve, reject, or escalate deals as needed using sound business judgment.
- Review commercial redlines and draft terms as needed to help close deals.
- Enforce established processes to ensure data integrity and consistency across closed opportunities.
- Ensure contracts and supporting documents are fully executed and uploaded to the contract management system.
- Become a subject matter expert in the CPQ tool; support its configuration and functionality.
- Train new Account Executives on opportunity creation and closeout processes.
- Coordinate information flow across Sales, Professional Services, Legal, Finance, and Operations to facilitate seamless deal execution.
- Ensure the deal review and approval processes follow company policies and compliance standards.
- Contribute to the development and implementation of deal desk policies, processes, and procedures.
- Foster strong cross-functional relationships to streamline and support the deal process.
About You:
- Humble, Hungry, and Curious
- Problem Solver: You are driven to understand customer pain points to create a commercial strategy that achieves business goals and meets customer needs.
- Team-Oriented: You excel at collaborating across the company. You can communicate effectively between cross functional business stakeholders.
- Great Communicator: You have a natural ability to build relationships with cross-functional team members and are a master of the written word, with excellent attention to detail.
- Startup Mentality: You thrive in a fast-paced, high-intensity environment where you balance multiple projects and can prioritize your work both short and long term.
- Driven: You are motivated to achieve success both at work and in your personal life.
Qualifications:
- 5–10+ years of experience in the Software/SaaS industry, with exposure to Deal Desk, Finance, or Revenue Operations.
- Ability to read, understand and draft contractual business terms and conditions.
- Proven ability to manage high deal volume and tight deadlines, especially during quarter-end.
- Familiarity with SaaS metrics, including Annual Recurring Revenue (ARR).
- Analytical, self-motivated, and confident in making data-informed decisions.
- Excellent verbal and written communication skills with a collaborative, solution-oriented mindset.
- Strong attention to detail and accuracy.
- Experience using CRMs (e.g., Salesforce) and quoting tools.
- Proficiency with Microsoft Excel.
Preferred Experience:
- Bachelor’s degree in Business, Economics, Finance, Law, or a related field.
- Knowledge of software revenue recognition is a plus.
- Experience supporting senior sales management on complex deals.
Pay:
Target pay ranges based on Geographic Zones* for Level 4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $121,000 - $167,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $109,000 - $150,000**
- Zone 3: All other US locations - $103,600 - $142,450**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com.
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