New

Director, Global Deal Optimization & Quoting (Position located in Bangalore, India)

Bangalore, India

About KnowBe4

Join the cybersecurity company that puts security first; literally and without compromise. At KnowBe4, our AI-driven Human Risk Management platform empowers over 70,000 organizations worldwide to strengthen their security culture and transform their workforce from their biggest vulnerability into their strongest security asset. As the undisputed industry standard with unusually high customer retention rates and recognition as a Leader by G2 and TrustRadius, we're not just providing security awareness training - we're redefining what it means to be a trusted security partner in an increasingly complex threat landscape.

Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4.

Please submit your resume in English.

Seeking a proven and experienced manager to help build and scale our Global Deal Governance function.  Reporting to the SVP of Revenue Operations, the ideal candidate will have experience building, enabling, launching, and scaling operational processes and partnering with cross-functional teams and stakeholders including Revenue Operations, Sales, Finance, Legal, Pricing, Product, Marketing, Enablement, etc.  It is essential for the selected candidate to effectively document and prepare data-driven analyses, performance trends, actionable insights, and recommendations supported by business cases.

Responsibilities:

  • Work cross-functionally with Finance, Legal, Sales, Marketing, and other orgs to define, document, enable, execute, and manage the below with the goals of driving consistency, accelerating growth, improving sales deal velocity, ensuring solutions are repeatable and scalable, ensuring deal quotes and proposals align with customer use cases and KnowBe4 sales plays, and protecting revenue/ARR:
    • Standard discounting guardrails and policies.
    • Governance and approval processes for proposals / quotes / deals, to provide oversight while enabling quick time to quote/proposal, allowing for transparency in the process, and ensuring the value is clear to the Sales team.  Documenting processes to ensure full understanding of customer objections and provide creative alternative levers to discounting to protect against revenue erosion.
    • Deal structuring and quoting practices and policies.  Work cross-functionally to define, enable and launch consistent contract and quote templates, providing clarity on sections that cannot be modified vs. those sections that have more flexible options/structures for Sales.
    • Help define and build out Proposal Services function responsible for the creation of standard proposal templates and policies with Marketing, aligned to the main customer use cases and KnowBe4 Sales Plays.  Enabling Sales to quickly leverage consistent, professional proposal deck materials to put forth compelling and polished proposals and quotes to customers.
  • Define and implement Key Performance Indicators, with continuous financial modeling and in-depth analysis and reporting to support quoting, pricing and discounting decisions, effectively measure team performance, deal metrics and velocity, proposal and deal success rates, reasons for wins and losses, structure of won opportunities, identify areas needing improvement, and make data-driven recommendations with business cases to support them.  Reporting on data-driven insights highlighting best practices and providing options that are working in other areas / regions.
  • Manage quoting, deal governance and proposal projects, which may involve matrix management and management of cross-functional teams.
  • Partner cross-functionally to develop programs to enhance deal profitability and ensure KnowBe4 interests are protected. Partner closely with Sales with defining processes and recommendations to ensure support and maximize effectiveness when rolling out to the field.
  • Develop a trusted relationship and collaborate closely with Sales, Legal, Finance, Enablement and other teams.
  • Contribute to a customer-centric culture by ensuring revenue operations positively impact customer satisfaction and retention.
  • Operate at the highest levels of integrity and transparency, and appropriately address any gaps in these areas.
  • Support cross-training efforts to ensure work coverage and work-life balance.
  • Provide leadership and manage the team members of the Deal Optimization & Quoting teams.
  • Provide leadership to the Global Quoting team in developing and implementing processes to enhance efficiency, accuracy, and continuous improvement for both direct and partner quotes while managing team performance and professional growth.
  • Provide genuine recommendations as to the hiring, firing, promotion, and discipline of subordinate employees to which the Company gives significant weight

Requirements:

  • Minimum 5  years of Operations/Revenue Operations/Finance management experience
  • Bachelor’s in finance, accounting, business or adjacent field; MBA preferred
  • High competency of data/financial modeling and analysis, as well as development of actionable insights, recommendations and business cases.
  • Strong business acumen, ideally in a software related environment
  • Extensive experience with Salesforce, Excel modeling and analysis, and data visualization tools (Tableau, Power BI)
  • Experience in pricing, discounting, and structuring subscription deals is a plus
  • Experience successfully working in a fast-paced Global company leading multiple projects and relationships with continuous change and competing priorities.
  • Experience in customer facing commercial negotiations in support of deal closure is a plus
  • Competent knowledge of and experience with revenue recognition, particularly within ARR/subscription-based revenue models
  • Highly analytical, data/fact driven, process oriented, and comfortable developing data-driven recommended changes to the status quo.
  • Exceptional verbal, written, and presentation communication skills.
  • Combination of positive/can-do attitude, strong intellect, creative problem solving, effective cross-functional communication, growth mindset that focuses on providing data-driven options and recommendations, with an eagerness to roll up sleeves to improve performance.
  • Strong ability to develop cross-functional relationships and build trust and rapport with Sales, Finance, Legal, Rev Ops, Marketing, Product, and other orgs within the company.
  • Excellent at digging through data and translating it into actionable/impactful insights and recommendations.
  • Desire to hear and understand Sales needs and determine paths forward, while balancing the adherence to guardrails needed by Legal and Finance.
  • Results-driven, with a strategic customer-focused mindset, yet having a keen eye for detail.
  • Ability to handle stress with a positive, calm and data-driven approach, focused on company objectives.
  • Operate with honesty, integrity, transparency, enthusiasm, and respect for others.

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

No recruitment agencies, please.

Create a Job Alert

Interested in building your career at KnowBe4? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

How did you learn about us? Select ALL that apply. *
How well do you know us? Please select all of the following sources/tools that you have used to research KnowBe4 and learn more about us. *
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in KnowBe4’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.