About Showpad
Showpad is the leader in revenue effectiveness, helping organizations in complex, field-driven industries turn strategy into execution and execution into measurable growth. Purpose-built for industrial organizations such as those in manufacturing, consumer packaged goods, and medical device companies, Showpad’s AI-native platform unifies content management, sales readiness, buyer engagement, and revenue intelligence into a single system of execution.
Powered by GenieAI and grounded in trusted first-party data, Showpad enables revenue teams to automate workflows, scale winning behaviors, and reclaim lost revenue across every customer interaction. More than 2,000 global organizations rely on Showpad to drive consistent, high-impact performance in the field.
Built for effectiveness and recognized for excellence, Showpad is consistently named a Leader by Gartner, Forrester, IDC, and Aragon, and backed by 2,500+ five-star reviews on G2 and Gartner Peer Insights.
Job & Department Summary
Showpad’s Revenue Operations team owns the systems, data, and operating processes that allow the go-to-market organization to sell, service, and grow revenue. The team spans GTM Systems, Deal Desk, Insights and Innovation, GTM Strategy, and Sales and Customer Operations, across North America, EMEA, and India.
The Director, Deal Desk is the senior commercial leader within that team and the executive owner of how Showpad prices, structures, governs, and books its business. This leader sets the strategy and standards for the global Deal Desk function, builds and leads the team that delivers it, and is accountable for the integrity of every deal from first quote through signed contract, booking, and handoff to billing and revenue recognition.
This is an executive partnering role. The Director serves as a trusted commercial advisor to the Chief Revenue Officer, Chief Financial Officer, SVP of North America Sales, VP of EMEA Sales, and VP of Revenue Operations, shaping the company’s most strategic, complex, and high-value deals, framing difficult trade-offs for executive decision, and representing the Deal Desk point of view in forecast, pricing, and planning conversations. They are expected to unlock revenue through creative, defensible deal structures while holding a firm, principled line on pricing discipline, margin, and policy, particularly under quarter- and year-end pressure.
The team and how the role operates
The role reports to the Vice President, Revenue Operations and leads a global Deal Desk team, currently three Deal Desk Analysts, supporting North America, EMEA, and APAC, with the majority of volume in North America and EMEA. The Director owns the function’s operating model, organizational design, coverage across time zones, hiring, and talent development, and is expected to scale the team and its capabilities as the business grows. The Director leads largely through influence across the executive team and cross-functional partners: Finance and Accounting on revenue recognition, billing, and collections; Legal on contract terms and risk; GTM Systems on CPQ and quote-to-cash infrastructure; Product Marketing on pricing and packaging; and Sales and Customer Operations on bookings and forecast integrity.
Why this role exists now
Following the Bigtincan merger, Showpad has two heritage customer bases, a recently unified systems landscape, and pricing, packaging, and approval practices that have not yet been fully rebuilt for the combined business. Discounting, deal structures, and quote-to-cash handoffs currently rely heavily on manual effort and individual judgment. Showpad needs a senior leader who can design and implement a scalable, well-governed commercial framework for the combined company, chair the Value Pricing Board, resolve the complex commercial problems that come with integration (heritage contract migrations, conflicting price books, legacy terms, and renewal risk), and give executive leadership a single, trusted partner on deal strategy, commercial terms, and pricing.
Key Responsibilities
Deal Desk Leadership
•Set the vision and strategy for Showpad’s global Deal Desk function, aligned to the company’s revenue, margin, and value-creation objectives.
•Lead, coach, and develop the Deal Desk team, setting a high bar for commercial judgment, responsiveness, quality, and executive-ready communication.
•Own the function’s operating model: regional coverage across North America, EMEA, and APAC, capacity planning, and the case for future headcount as the business scales.
•Establish and publish service levels for quote turnaround, approval cycle time, and order processing, and hold the function accountable to them, especially through month-, quarter-, and year-end.
•Design a tiered engagement and prioritization model so that strategic, high-value, and time-sensitive deals receive senior attention while standard deals move through with minimal friction.
Executive Partnership and Commercial Advisory
•Serve as the primary commercial advisor to the CRO, CFO, SVP of North America Sales, VP of EMEA Sales, and VP of Revenue Operations on deal strategy, pricing, and commercial risk.
•Partner with the SVP of North America Sales and VP of EMEA Sales and their leadership teams to shape the regional deal pipeline, prepare for quarter-end, and align on approach for the largest and most complex opportunities.
•Partner with the CFO and Finance leadership to ensure commercial decisions balance growth with margin, cash, and revenue quality, and that the financial consequences of every non-standard term are understood before signature.
•Frame contested or high-stakes commercial decisions for executive resolution, with the options, economics, risks, and a clear recommendation, rather than escalating open questions.
•Represent Deal Desk in executive forecast calls, QBRs, and annual planning, bringing a credible, data-backed view of deal quality, discounting, and commercial risk.
Complex Deal Strategy and Problem Solving
•Personally lead the structuring of Showpad’s most strategic, complex, and non-standard deals across new logo, expansion, renewal, and multi-year agreements.
•Solve the hardest commercial problems in the business: heritage customer migrations and consolidations, conflicting legacy terms and price books, at-risk renewals, competitive displacements, multi-entity and multi-currency agreements, and channel or partner structures.
•Design creative, defensible deal structures (ramped pricing, multi-year commitments, co-terming, bundling, upgrades, and enterprise agreements) that win while protecting margin, revenue quality, and long-term customer value.
•Partner with Legal on non-standard commercial terms (payment terms, termination rights, price caps, renewal uplifts, liability, and SLAs) and set the commercial position the business is willing to accept.
•Act as the final escalation point for deal-level disputes between Sales, Finance, and Legal, resolving issues quickly and consistently with policy and precedent.
Value Pricing Board and Commercial Governance
•Chair the Value Pricing Board, Showpad’s executive forum for approving deal discounts, non-standard structures, and commercial exceptions.
•Own the Board’s charter, membership, cadence, and decision rights in alignment with the CRO and CFO, ensuring decisions are fast, consistent, and well documented.
•Ensure every deal brought to the Board is executive-ready, with deal economics, discount rationale, competitive context, risk assessment, and a clear Deal Desk recommendation.
•Own and evolve the global discount approval matrix and delegation of authority, ensuring thresholds are clear, consistently applied, and reviewed as the business changes.
•Use Board decisions and outcomes to refine policy, strengthen guardrails, and steadily reduce the volume of deals that require executive escalation.
Quote-to-Cash Strategy and Transformation
•Own the end-to-end quote-to-cash process strategy, from quote creation and approval through contract execution, booking, provisioning, invoicing, and renewal.
•Lead the redesign of quote-to-cash for the combined Showpad and Bigtincan business, identifying bottlenecks, manual effort, and control gaps, and driving a prioritized transformation roadmap.
•Act as the executive business owner for CPQ, approval workflows, contract management, and billing integrations, partnering with GTM Systems on requirements, prioritization, and adoption.
•Ensure bookings are accurate, complete, and audit-ready, partnering with Finance and Accounting on ASC 606 / IFRS 15 considerations and revenue recognition outcomes.
•Drive clean, accountable handoffs between Sales, Deal Desk, Finance, Legal, and Customer Success so that what is sold is what is provisioned, billed, and recognized.
•Deliver measurable reductions in quote-to-cash cycle time and booking errors, and report progress to the VP, Revenue Operations and executive leadership.
Pricing Strategy and Commercial Policy
•Partner with the CRO, CFO, and VP, Revenue Operations to shape Showpad’s pricing strategy, including list pricing, packaging, discount guardrails, and renewal uplift policy.
•Bring deal-level evidence to pricing decisions: discount trends, win/loss by price point, deal size and mix, price realization, and regional and segment variation.
•Partner with Product Marketing and Finance on new product and packaging launches, ensuring they are quotable, approvable, and bookable from day one.
•Own the global commercial policy framework (discounting policy, approval matrix, payment terms, and standard deal structures) and ensure it is understood and followed across the field.
•Identify sources of pricing leakage and commercial friction, and bring executive leadership clear, quantified recommendations for change.
•If a global pricing change requires Finance, Legal and GTM Systems to reprioritize work, the Director Deal Desk must own the rollout decision, commit capacity, and be accountable for the result.
Deal Intelligence and Executive Reporting
•Deliver executive-level reporting on discounting, deal velocity, approval cycle time, non-standard terms, and price realization across regions and segments.
•Partner with Sales and Customer Operations to ensure bookings data supports an accurate forecast, and with Finance to reconcile bookings each period.
•Provide the CRO, CFO, and regional sales leaders with quarterly insight into deal quality and commercial trends, with a clear point of view on what should change.
Leadership Standards
•Bring recommendations, not open questions. When a deal or policy decision is contested, propose a path forward and make the trade-offs explicit.
•Build a function that is consistent, auditable, and scalable, with documented processes, policies, and approval logic.
•Champion automation and simplification, working with Revenue Operations colleagues to eliminate manual and spreadsheet-driven steps in the deal and quote-to-cash process.
•Lead change management for pricing, policy, and process updates, communicating clearly and early to executives, sales leaders, and everyone affected.
Key Performance Outcomes
Deal Desk Performance
•Quote turnaround and approval cycle times consistently meet published service levels across all regions, including at quarter- and year-end.
•Booking accuracy improves measurably, with order and contract errors reducing quarter over quarter.
•Sales leadership regards Deal Desk as a strategic enabler of revenue rather than a bottleneck.
Pricing Discipline and Value Pricing Board
•Average discount and discount variance trend toward agreed targets, with improved price realization and reduced pricing leakage.
•The Value Pricing Board runs on a predictable cadence, with decisions made quickly and documented consistently.
•The share of deals requiring executive esca