About the role:
At Samsara, the Deal Desk's mission is to secure durable and efficient growth for the company through best-in-class, agile and scalable deal governance. The EMEA Deal Desk Leader will oversee Samsara’s Deal Desk function for EMEA markets
This role will:
- Work closely with senior leadership across Samsara (Sales, Finance, Operations, Accounting, Legal, and Product) t influence deal portfolio, complex deal outcomes and achieve corporate financial goals across EMEA markets and segments.
- Design and maintain policies, commercial strategies and downstream processes to support assigned Sales segments, while also partnering cross-functionally to shape and close complex deals.
- Foster a fulfilling and inclusive work experience by hiring, managing and developing a high-performing team.
In this role, your impact will be highly visible and contribute directly to Samsara’s business performance and success.
In this role, you will:
- Achieve corporate financial outcomes by providing thought leadership and influencing both high-volume Mid Market and complex Enterprise transactions
- Demonstrate operational excellence, and help evolve processes and system requirements to provide a streamlined Sales and Customer experience at scale
- Partner with Sales and Finance leadership to inform and execute against an aligned deal strategy, including pricing, payment structures, commercial terms, legal and product considerations
- Refine and improve the deal review process, documentation and systems applied to standard and non-standard transactions, in collaboration with Sales, Sales Operations, IT and Finance
- Build strong cross-functional partnerships, proactively communicate and iterate on feedback
- Utilize data and real-time reporting to identify areas of improvement, inform solutions, execute initiatives and communicate results
- Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Keep a High Bar, Win as a Team) as we scale globally and across new offices
- Hire, develop and lead an inclusive, engaged, and high-performing global team of people managers and individual contributors
Minimum requirements for the role:
- 10+ years of combined experience in Deal Desk, Finance, Sales, Sales Operations, Revenue Operations or equivalent roles
- Demonstrated experience in complex deal negotiations
- Business acumen, ability to translate corporate financial goals into consistent deal support strategy
- Track record of executing multiple strategic programs across an organization, including process improvements, systems enhancements, and enablement
- Demonstrated ability to hire, manage, and develop talent and lead high-performing team
- Ability to effectively identify, prioritize and manage initiatives leveraging an OKR system across a global team
- Ability to work with senior management and Enterprise Customers, distill key concepts, and influence business choices
- Strong written and verbal communication skills
- Ability to synthesize data into actionable insights, make data-driven conclusions and establish recurring reporting to monitor performance
- Proficiency in CRM, CPQ and CLM tools and familiarity with downstream systems (eg, ERP, reporting visualizations)
An ideal candidate also has:
- Experience managing a Deal Desk or Commercial Management team within a high-growth SaaS business at scale ($1 billion + ARR)
- Proficient in deal management, contract management and pricing optimization
- Proficiency in Salesforce and NetSuite