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We are actively seeking a Director, Deal Desk to join our Finance team. This role will report to the CFO. As the first Deal Desk hire, you will own the deal desk function and be charged with building the function. You will be the first point of contact for all deal desk inquiries from AEs, managers, and the other teams. Working with cross-functional teams (Sales, Legal, Accounting, FP&A, etc.), you will have the opportunity to analyze the effectiveness of pricing, strategize on deal structure, and more.

In this role, you will have a unique opportunity to impact the growth, direction, and future of Fleetio(link removed) Ideal candidates will have deep past deal desk experience at a B2B SaaS that has scaled well from $20M to $100M+ ARR. We value enterprise deal experience. You are a natural problem-solver with a strong ability to navigate ambiguity. You're not afraid when challenged and have the ability to balance process governance with deal strategy and negotiations.

Whats Fleetio?

Fleetio (pronounced "flee-tee-oh) is a leading provider of fleet management SaaS that helps organizations of all sizes track, analyze, automate, and manage their vehicles and equipment. With a purpose-built, easy-to-use, and comprehensive suite of tools and features, Fleetio makes it easy for fleet managers to optimize their operations, reduce costs, and improve safety and compliance.

Weve become a trusted partner for thousands of businesses across the globe, from small startups to large enterprises. With a focus on innovation, customer success, and sustainable growth, Fleetio is on a mission to transform fleet management.

What makes us special, you might ask? Weve been remote-friendly since 2012 and have been recognized as Birmingham Alabamas Best Places to Work five years in a row. We have over 200 employees all over the United States, Canada, and Mexico, and have over 5000 paying customers in 70+ countries. Its an exciting time at Fleetio as were growing 50+% year on year and have just closed our Series C round led by our incredible investment partner, Elephant. Were building the fleet management platform of the future the single screen for fleet managers to drive their businesses forward. More about our product and company:

• Fleetio product overview video: (link removed)
• Our careers page: (link removed)
• Check us out on Glassdoor (i.e., people love working here): (link removed)

This is a full-time role that can be held at our HQ in Birmingham, Alabama, or remotely anywhere in the continental United States. Be sure to mention coffee in your cover letter so we know you actually read this.

What you'll be doing

The Director, Deal Desk will be responsible for building a new Deal Desk function from the ground up, including working with Finance, Business Operations, Legal, and other cross-functional counterparts to build the end-to-end processes to guide the function and hiring the right team members. In this role, you will be the go-to person for multiple functions, to ensure we are winning the best deals within the parameters of our ideal customer profile principles, internal bookings guidelines, and GAAP. This role requires a highly detail-oriented individual, obsessed with ensuring that only the most accurate and pertinent data makes its way into our CRM, for use by our Executive Team. Curiosity, flexibility, and the ability to operate with a one team attitude alongside a cross-functional team are non-negotiable attributes for this role.

• Build a Deal Desk function from the ground up while also running the function.
• Build out deal desk processes and governance and continuously evolve it.
• Own the quote management and pricing approvals process, ensuring compliance with published sales and business approval policies, as well as legal and revenue recognition policies.
• Support Sales team on contract objection-handling techniques, alternative contract options, compensation impacts, and value propositions to drive clean deals and close new revenue.
• Develop tools that help the Sales team effectively price and structure deals while managing certain business metrics and requirements.
• Maintain a holistic view of deals during contract negotiations to be able to drive internal stakeholder discussions and alignment on customer concerns or key business issues that arise during negotiations.
• Collaborate with Legal to develop pre-approved clause libraries for use in our CLM.
• Possess knowledge of when to escalate deal negotiations to Legal to comply with revenue recognition, risk mitigation, and operational policies.
• Conduct analysis in partnership with FP&A on discounting and pricing strategy to measure effectiveness (discounting/pricing and how that may be impacting close rates, future churn, etc.).
• Create internal reports to drive transparency and improve behavior changes through reporting, dashboards, and analytics with high-quality data.
• Collaborate with FP&A and Product Marketing on new product roll-outs (new products, new packaging, and M&A) and help with packaging strategy to align with company goals.
• Be an expert on company ARR recognition and sales compensation plans, and proactively flag any concerns on deal structure and escalate to Finance or AEs as necessary.
• Develop and drive initiatives to improve productivity, streamline company deal policies, and simplify processes.
• Recommend new deal desk-related tools to improve the process and collaborate with other Business Operations on selection, implementation, and roll-out.
• Help Sales Enablement to deliver training to new and existing AEs on deal desk policies and best practices.
• Partner with Revenue Operations, Sales, Enablement, Legal, Finance, and Accounting, to drive process improvements, automation, and team enablement.

What's in it for you?

• The chance to build a deal desk function from the ground up at a fast-growing B2B SaaS company in an enormous market. There has not been anyone in this role in the history of the company so you will be able to say you were the first!
• Be a part of an incredible team of A players who go above and beyond to make Fleetio a successful company. Were a customer-centric team with a great product, excellent support, and countless happy customers.
• Work remotely (within the United States), or at our Birmingham, AL HQ. We strive to promote a strong remote working culture and have done so since the beginning.

Our team

Your future fellow team members currently live in Birmingham, Chicago, and along the Gulf Coast. The Birmingham group periodically works out of the HQ building when the flow is right, but also works digitally first along with much of our company. In a nutshell, we want the best talent located wherever they happen to be. We can usually catch each other for quick Slack pings or Zoom calls from roughly the core hours of 9 am to 3 pm Central. We rely heavily on asynchronous communication through Asana, our company-wide project management system.

From a systems standpoint, we use a lot of them. We rely on the saying: a great solution today can become a problem tomorrow. We are constantly thinking about if processes or systems will scale. If we can get a few years from a system before we need to replace it, then well implement it. We rely heavily on automated integrations between our systems so we can keep manual work down.

Requirements