We are seeking an experienced Deal Desk Lead to build, standardize and scale our deal operations. In this role, you will act as the strategic bridge between Sales, Legal, Finance, Capture/Contracts, and Product teams. Because our core market is the U.S. Federal Government (USG) alongside growing business in Commercial and State, Local, and Education (SLED) sectors, you will navigate a bifurcated deal velocity environment: orchestrating complex, long-cycle government contract structures while maintaining agile, streamlined approvals for fast-moving commercial, state and local-level transactions.ResponsibilitiesDeal Structuring & StrategyServe as the advisory partner to sales and marketing management on complex, non-standard enterprise deals across USG, SLED, and Commercial accounts.Assist with development of pricing models, discounting frameworks, multi-year ramp structures, and custom commercial packaging that protect gross margins while accelerating time-to-close.Partner with stakeholders, including Contracts and Legal teams, to align commercial deal terms with Company policies and guidelines, public sector procurement constraints, balancing software licensing, professional services, subcontractor margins, and cloud consumption.Identify business terms in solicitations and contracts and lead negotiation of business terms in accordance with Company policy, guidelines and authorities. Public Sector Governance & ComplianceCollaborate with Contracts and Legal teams and Finance to ensure deal pricing adheres to federal compliance standards, including FAR/DFARS, Commercial-Off-The-Shelf (COTS) determinations, and GSA Multiple Award Schedule (MAS) discounting/Price Reductions Clause (PRC) monitoring.Structure teaming, sub-contracting, and reseller margins across Federal Systems Integrators (FSIs) and distribution partners.Adapt contracting terms for SLED frameworks. Governance, Workflow & Deal VelocityImplement, and enforce approval matrices and escalation thresholds across Sales.Own and optimize the Quote-to-Cash (QTC) workflow within Salesforce and CPQ to reduce turnaround time on quotes and non-standard contract reviews.Manage Commercial deal review rhythms with low-friction, high-velocity workflows. Analytics & Operational CadenceChair weekly Deal Desk review sessions; conduct win/loss pricing retrospectives and pipeline margin health checks.Track and report on core Deal Desk KPIs: average quote turnaround time, deal velocity, discounting by tier/segment, margin realization, and contract concessions.Partner with Product and FP&A to operationalize new SKU rollouts, packaging tiers, and price book adjustments across all sales channels.