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Head of Deal Desk

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Apollo.io

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Location:
United States

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Category:
Finance

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Contract Type:
Not provided

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Salary:

152000.00 - 228000.00 USD / Year
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Job Description:

We are looking for our first Head of Deal Desk to build and scale the function from the ground up. Today, we are early in our journey: systems are immature, processes are inconsistent, and our deal motions need structure. This role will be both highly strategic and highly hands-on: setting the vision for how we structure, approve, and accelerate deals, while rolling up your sleeves to design, test, and implement the foundations. You’ll partner closely with Sales, RevOps, Finance, and Legal to design deal processes that balance speed, control, and profitability. As we scale, you’ll transition from building the playbook to operationalizing it automating approvals, embedding best practices, and driving efficiency across every deal.

Job Responsibility:

  • Define and socialize the Deal Desk charter (what qualifies for support and why)
  • Design and document standardized approval workflows (discounting, custom terms, multi-year)
  • Publish the initial playbook (approval matrices, pricing guardrails, escalation paths)
  • Align deal structures with Sales & Finance to balance growth and margin
  • Establish and track KPIs (approval cycle time, discount levels, deal velocity, margin impact)
  • Provide pricing/exception insights to GTM & Finance
  • strengthen governance and close revenue leakage
  • Train and enable reps and managers to reduce friction and increase self-serve
  • Act as the primary POC for deal structuring
  • partner with Finance, Legal, RevOps, and Product on complex scenarios
  • Build and lead a small team as the function scales
  • Deliver measurable outcomes: margin protection (≥2–3 pts), higher forecast accuracy (variance ↓ vs plan), AE productivity +10–20% via faster approvals, and ≥50% fewer compliance exceptions in year one

Requirements:

  • 8+ years of experience in Revenue Operations, Deal Desk, or related commercial operations roles, ideally in SaaS
  • Experience building 0→1 processes in high-growth environments
  • Strong Salesforce/CPQ background and comfort implementing or optimizing deal desk systems
  • Proven ability to balance speed and compliance—enabling Sales to close quickly while protecting the business
  • Exceptional communication and stakeholder management skills
  • able to influence senior leadership
  • Analytical mindset with a bias for simplification and automation
What we offer:
  • Apollo Stock Options
  • Remote Work
  • Dental & Vision
  • Maternity Benefits
  • Life/Disability
  • 401K Plan
  • Mental Health and EAP Assistance
  • Office Equipment Allowance
  • Travel Insurance
  • equity
  • company bonus or sales commissions/bonuses
  • at least 10 paid holidays per year, flex PTO, and parental leave
  • employee assistance program and wellbeing benefits
  • global travel coverage
  • life/AD&D/STD/LTD insurance
  • FSA/HSA and medical, dental, and vision benefits

Additional Information:

Job Posted:
December 19, 2025

Employment Type:
Fulltime
Work Type:
Remote work
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