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Director, Deal Desk

United States (Remote)

About the Company

Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We’re looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.

About the Role

Armada is seeking a strategic, cross-functional leader to serve as our Director of Deal Desk. This role will be instrumental in shaping and scaling our quote-to-cash processes, partnering closely with Sales, Revenue Operations, Legal, and Finance to drive deal velocity, operational excellence, and compliance. You will lead the Deal Desk function, define scalable processes, and influence pricing and contract strategy across the organization.

This is a high-impact leadership role that requires a blend of strategic thinking, operational rigor, and a passion for enabling go-to-market success.

Key Responsibilities

  • Lead and scale Armada’s Deal Desk function, overseeing the end-to-end deal lifecycle from quote creation through contract execution.
  • Develop and implement scalable deal governance frameworks, ensuring compliance with internal policies, pricing strategies, and legal requirements.
  • Serve as a strategic advisor to Sales and GTM leadership, providing guidance on deal structuring, pricing, and non-standard terms.
  • Own and optimize deal desk systems and tools (e.g., Salesforce, CPQ, DocuSign, Ironclad), ensuring they support automation, accuracy, and efficiency.
  • Partner with Legal and Finance to evolve contract templates, approval workflows, and order form standards.
  • Drive cross-functional alignment on pricing, discounting, and contract strategy to support revenue growth and margin goals.
  • Establish KPIs and reporting to measure deal velocity, compliance, and operational efficiency; share insights with executive stakeholders.
  • Champion continuous improvement, identifying friction in the quote-to-close process and leading initiatives to streamline and scale.
  • Enable GTM teams through training, documentation, and change management related to deal desk processes and tools.

Required Qualifications

  • 7+ years of experience in Deal Desk, Revenue Operations, or Sales Operations within a B2B SaaS environment, with at least 2 years in a leadership role.
  • Deep understanding of SaaS pricing models, sales motions (New Business, Renewals, Expansions), and quote-to-close workflows.
  • Proven experience leading cross-functional initiatives and influencing senior stakeholders.
  • Expertise in Salesforce and CPQ systems; familiarity with DocuSign, Ironclad, and other deal desk tools.
  • Strong analytical and strategic thinking skills; ability to translate data into actionable insights.
  • Excellent communication and negotiation skills; comfortable interfacing with executive leadership.
  • Demonstrated success in scaling deal desk functions in high-growth or startup environments.

Preferred Qualifications

  • Experience with international deal structures, multi-currency quoting, and global compliance considerations.
  • Working knowledge of SaaS legal agreements (MSAs, SOWs, DPAs).
  • Familiarity with revenue-impacting deal terms and how they influence business operations.

Compensation & Benefits

For U.S. Based candidates: To ensure fairness and transparency, the starting base salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications.  In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request).

#LI-DNI

Compensation

$96,000 - $120,000 USD

You're a Great Fit if You're

  • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge 
  • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude 
  • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
  • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda 
  • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you 

Equal Opportunity Statement

At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.

 

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