Kong - Deal Desk Director - International
Requirements
• Strategic thinker and problem solver who can thrive in high-growth, fast-paced environments. • Exceptional communicator capable of clearly articulating complex issues to diverse stakeholders. • Experienced, collaborative leader who empowers teams and fosters a culture of continuous improvement and excellence. • Extensive experience in Deal Desk, Revenue Operations, Sales Operations, or related roles • Relevant experience supporting EMEA and APJ regions • Deep expertise in quote-to-cash technologies and processes • Proven ability to design, implement, and optimize pricing and deal management strategies • Strong cross-functional collaboration and communication skills; adept at influencing Sales teams at all organizational levels and engaging with Executive leaders • Strong understanding of financial modeling, profitability analysis, and commercial terms negotiation • Demonstrated leadership experience, with a passion for building and developing teams. • Experience scaling operational processes in fast-growing, global technology or SaaS companies. • Demonstrated expertise in consumption-based pricing models and strategies. • Kong Inc., the AI Connectivity Company, is building the connectivity layer of AI. Trusted by the Fortune 500® and AI-native startups alike, Kong’s unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic — on any model, any cloud. For more information, visit www.konghq.com.
Responsibilities
• Team Leadership: • Take action, provide innovative solutions, and drive consistent improvement • Manage, recruit, mentor, and develop a high-performing international deal desk team focused on customer-centricity, collaboration, and operational rigor • Foster a culture of accountability, efficiency, and continuous improvement • Align with AMER Deal Desk team to ensure global consistency and foster collaboration • Deal Strategy: • Lead the execution of strategic pricing policies, discount guidelines, and approval frameworks across all international regions (EMEA and APJ) • Elevate pricing acumen within team and across Sales teams • Partner with Sales leaders, managers and sellers to align on Regional goals and strategies to close deals • Collaborate cross-functionally with Finance, Legal and Product teams to structure complex enterprise deals ensuring competitive positioning and maximizing profitability • Develop KPI’s to track team engagement and deal influence • Work closely with Product and GTM teams during new product introductions to help define optimal pricing, packaging, and deal structures that maximize market adoption and profitability • Develop and deliver regular training and enablement programs for sales and related teams on pricing, deal structures, quoting tools, and deal processes • Cross-Functional Collaboration: • Collaborate with Sales, Sales Operations, Finance, Legal, Product, and Customer Success teams to improve deal velocity, transparency, and adherence to company policies • Act as a trusted advisor to sales teams, providing expertise on deal structuring, negotiations, pricing, and risk assessment • Operational Excellence: • Establish and enforce global deal desk policies and governance to ensure compliance and minimize operational risks • Regularly analyze deal desk performance metrics, identifying bottlenecks and implementing solutions to drive continuous improvement and scalability • Lead initiatives to continuously streamline processes and automate manual activities within the Deal Desk to scale operations • Reporting and Analytics: • Develop comprehensive analytics and reporting frameworks to monitor deal performance, trends, pricing dynamics, and compliance • Provide strategic insights and recommendations to senior leadership based on data-driven analysis
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