Senior Deal Desk Associate

Collibra is seeking a Senior Deal Desk Associate to help scale our commercial operations and reduce friction in the sales process. This role will report to the Sr. Manager of Deal Desk and serve as a key partner to Sales, Renewals, Finance, Legal, and Revenue Operations.

In this role, you will act as a trusted advisor and subject matter expert for complex deal structuring and renewals while helping evolve the Deal Desk function through enablement, automation, and process improvements. You will play a critical role in ensuring deals are structured to deliver value for customers while optimizing revenue outcomes and reducing risk for Collibra.

As a senior member of the team, you will also support the growth and development of the Deal Desk function by cross-training teammates, improving operational playbooks, and developing automation and AI-enabled workflows that drive efficiency across the quote-to-cash lifecycle.

Living Collibra's value of "Being the Customer's Champion," you will help structure deals that balance customer needs with sound commercial strategy and operational compliance.

This is a hybrid role based in our Raleigh office. Our hybrid model means you'll work from the office at least two days each week. This setup helps us stay connected, work more closely together, and keep making progress as a team.

Deal Strategy & Structuring

• Partner with Sales, Finance, and Legal to structure and review complex commercial deals, ensuring alignment with pricing strategy, revenue recognition, and company policies.
• Evaluate deal financials, pricing models, and contractual terms to maximize revenue while minimizing business and operational risk.
• Act as an escalation point for complex deal structures, non-standard pricing, and contract exceptions.
• Support negotiations through collaboration with Sales and Legal, including reviewing contract language and redlines where appropriate.

Enablement & Cross-Training

• Lead cross-training initiatives within the Deal Desk team to build redundancy, elevate expertise, and improve operational coverage.
• Develop and maintain documentation, playbooks, and best practices for deal structuring, renewals, and approval workflows for the Deal Desk and GTM teams.
• Support onboarding and enablement efforts for new Deal Desk team members.

Process Optimization & Automation

• Identify opportunities to streamline the deal review and approval process through improved workflows, tooling, and automation.
• Identify trends and opportunities to improve renewal efficiency, retention, and expansion outcomes.
• Design and implement AI agents and automated workflows (e.g., using platforms such as Workato) to reduce manual effort and improve operational efficiency.
• Partner with Revenue Operations to enhance systems and processes across the quote-to-cash lifecycle.

Operational Excellence

• Ensure deals meet business, operational, and SLA compliance requirements.
• Provide insights and recommendations that improve sales velocity, deal quality, and operational scalability.
• Analyze recurring deal patterns and propose improvements to pricing frameworks, policies, and processes.

• Bachelor's degree and 5+ years of experience in SaaS commercial operations (Deal Desk, Revenue Operations, Finance, or Sales Operations).
• Strong experience with Salesforce and CPQ platforms.
• Demonstrated experience structuring complex SaaS deals, including enterprise agreements and non-standard pricing models.
• Experience reviewing commercial contract language and supporting negotiations.
• Strong analytical and problem-solving skills with the ability to balance customer needs with business objectives.
• Experience improving operational processes or implementing automation within sales or revenue operations workflows.
• Ability to influence cross-functional stakeholders and communicate effectively with Sales, Finance, and Legal teams.
• Experience working with workflow automation platforms such as Workato or similar tools.
• Familiarity with AI-enabled process automation or building operational tooling for internal teams.
• Experience supporting renewals or subscription lifecycle management within a SaaS environment.

• Someone who thrives in complexity and brings clarity to non-standard deals.
• A go-to expert for deal structuring and renewals strategy.
• A trusted advisor who builds credibility and influences cross-functional partners.
• A collaborative team player who enjoys sharing knowledge and cross-training others.
• A continuous improvement driver who identifies ways to simplify processes and reduce friction.
• A builder and optimizer who looks for opportunities to automate and scale workflows using AI tools (e.g. Workato).

Within your first month

• Develop a strong understanding of Collibra's deal desk processes, systems, and approval workflows.
• Build relationships with Sales, Legal, and Revenue Operations stakeholders.

Within your first three months

• Independently support deal reviews and provide guidance on standard and moderately complex deal structures.
• Establish yourself as a trusted advisor to the Sales and Deal Desk teams.

Within your first six months

• Act as the go-to SME for complex deal structuring and renewals.
• Launch at least one process improvement or automation initiative that improves efficiency for the Deal Desk team.

The standard base salary range for this position is $88,000.00 - $110,000.00 per year. This position is not eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.