International Deal Desk Director

About the role

Kong is seeking an experienced and strategic International Director of Deal Desk to build, scale and lead its deal desk and deal operations function for international markets, including EMEA and AP. The role drives optimal deal structuring, pricing strategy and operational efficiency to accelerate revenue growth, ensure compliance and maximise deal value globally. It is a player-coach position working closely with Sales Leaders and Field Sellers, with the chance to shape the go-to-market strategy and deal desk operations across international markets.

Key responsibilities

• Lead and develop the international deal desk team: recruit, mentor and coach, and foster a culture of accountability, efficiency and continuous improvement
• Execute strategic pricing policies, discount guidelines and approval frameworks across EMEA and APJ, and partner with Sales leaders to close deals
• Structure complex enterprise deals with Finance, Legal and Product teams, and define pricing, packaging and deal structures for new products
• Deliver training and enablement on pricing, deal structures, quoting tools and deal processes
• Improve deal velocity and transparency with Sales, Sales Operations, Finance, Legal, Product and Customer Success, and act as a trusted advisor on deal structuring, negotiations, pricing and risk
• Set up global deal desk policies and governance, analyse performance metrics and streamline and automate processes
• Build analytics and reporting frameworks on deal performance, pricing dynamics and compliance, and advise senior leadership

Required profile

• Extensive experience in Deal Desk, Revenue Operations, Sales Operations or related roles
• Experience supporting EMEA and APJ regions
• Experience scaling operational processes in fast-growing, global technology or SaaS companies
• Demonstrated leadership experience and ability to influence Sales teams and engage with executive leaders

Required skills

• Deep expertise in quote-to-cash technologies and processes
• Designing and optimising pricing and deal management strategies
• Financial modelling, profitability analysis and commercial terms negotiation
• Consumption-based pricing models and strategies

What we offer

• Competitive compensation and equity
• Flexible work arrangements
• A comprehensive benefits package