Senior Director Of Sales Operations - WW Deal Desk

Confluent Palo Alto , CA 94306

Posted 7 months ago

Dubbed an "open-source unicorn" by Forbes, Confluent is the fastest-growing enterprise subscription company our investors have ever seen. And how are we growing so fast? By pioneering a new technology category with an event streaming platform, which enables companies to leverage their data as a continually updating stream of events, not as static snapshots. This innovation has led Sequoia Capital, Benchmark, and Index Ventures to recently invest a combined $125 million in our Series D financing. Our product has been adopted by Fortune 100 customers across all industries, and we're being led by the best in the spaceour founders were the original creators of Apache Kafka. We're looking for talented and amazing team players who want to accelerate our growth, while doing some of the best work of their careers. Join us as we build the next transformative technology platform!

We are looking for a Senior Director of Sales Operations to focus on our worldwide deal desk.

As the Sr. Director of Sales Operations - Deal Desk, you will be an involved and important leader within the Confluent sales operations team and will play a pivotal role in driving the deal desk function that will support the Confluent global sales organization. You will develop and manage processes across pricing, deal review, contracts, and deal structuring. Your team will be in charge of enabling the success of the sales department. This role will require thought leadership and the ability to work cross-functionally with the business. You will be the liaison between our sales teams and our external customer requirements. Organizationally, this is a highly visible role that will report to the Vice President of Sales Operations. Daily responsibilities include supporting global sales teams, sales leadership, finance, accounting, and legal organizations.

The ideal candidate will be able to help design, implement and manage processes, influence deal structuring, pricing, contract management, work effectively with sales, and most importantly build a successful deal desk function. As a self-motivated problem solver, vast experience in building teams and implementing business processes is required.


  • Grow, manage, and develop highly skilled deal desk and quote support teams to enable our sales department.

  • Develop lean deal desk processes to enable the effectiveness of our sales teams.

  • Manage daily quote approval process, non-standard deal requirements, and deal review cycle.

  • Maintain an evolving subject matter expertise in pricing trends and competitive pressures to recommend competitive deal structures.

  • Support sales leaders in structuring and execution of Confluent's most complex opportunities, and remain a pillar for any required escalations to get deals done.

  • Sustain sales accountability across deal life cycle requirements.

  • Display senior level influence to gain organizational support for any necessary process and/or pricing changes.

  • Develop comprehensive KPIs to track the team's success.

  • Provide sales training and enablement of quoting, pricing, and process requirements.

  • Ability to think critically in a structured fashion and translate leadership discussions into an analytical decision-making framework.

  • Ability to hold peers accountable, employing quantitative and qualitative approaches to decision framework.


  • Ability to streamline, grow, and manage a successful deal desk function.

  • Any of the following experience desirable: supporting global organizations; operating a deal desk function at a SaaS and/or enterprise software company; and experience running contractual negotiations and/or a team responsible for contractual negotiation.

  • Ability to work cross-functionally to improve business processes.

  • Thorough understanding of all industry standard and non-standard software selling models, including subscription, SaaS, term, perpetual, on demand, consumption, etc.

  • Deep understanding of revenue recognition requirements.

  • Ability to motivate, train, and manage remote teams.

  • Thinking outside of the box to help solve the problems of our customers and meeting the needs of their customers.

  • Ability to travel within managed territory.

Additional Qualifications

  • 4+ years in deal desk management or similar sales operations function.

  • Superior contract negotiation skills and ability to develop such skills in others.

  • Flexible, dependable, self-starter, who is not afraid of uncertainty.

  • Excellent oral and written communication skills as well as excellent presentation skills.

  • Experience using G-Suite, Microsoft Office, SFDC, and SFDC CPQ.

Culture is a huge part of Confluent, we're searching for the best people who will not only excel at their role, but also contribute to the health, happiness and growth of the company. Inclusivity and openness are important traits, with regular company wide and team events. Here are some of the personal qualities we're looking for:

Smart, humble and empathetic

Hard working, you get things done

Hungry to learn in a field which is ever evolving

Adaptable to the myriad of challenges each day can present

Inquisitive and not afraid to ask all the questions, no matter how basic

Ready to roll up your sleeves and help others, getting involved in projects where you feel you can add value

Strive for excellence in your work, your team and the company

Come and build with us. We are one of the fastest growing software companies in the market. A company built on the tenets of transparency, direct communication and inclusivity. Come meet the streams dream team and have a direct impact on how we shape Confluent.

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Senior Director Of Sales Operations - WW Deal Desk