benchling - Head of Global Deal Desk & Order Management

San Francisco, California, United States - Hybrid$184k - $277k4w ago

In Office Director NA Life Sciences Cloud Computing Head of Business Operations Head of Corporate Development General Counsel B2B Team Management Partnership Development Salesforce Gong

Requirements

• 12+ years in Deal Desk, Revenue/Sales Operations, Commercial Strategy, and/or Finance, with several years leading and scaling teams (including team members across regions), ideally in high-growth B2B enterprise SaaS or life-sciences software. With at least 4 years in a leadership role. • Demonstrated track record of advising how to structure and close complex enterprise agreements, exercising judgment and enforcing commercial guardrails while keeping deals moving. • Outstanding cross-functional partnership skills, including communication, trusted relationship building, culture carrying, outcome orientation and operational excellence. • Deep command of process and CPQ (Salesforce/Steelbrick) — approval frameworks, quote configuration, and the realities of contract generation in the broader quote-to-cash stack (NetSuite, Gong, etc.). • Strong working fluency in SaaS bookings policies and revenue, subscription and consumption/usage-based models, and how commercial structure drives revenue treatment. • Demonstrated skills in process improvement and operational excellence, redesigning and automating deal and order workflows to minimize manual touch, balancing control and speed using AI tooling to scale Deal Desk throughput and quality. • Demonstrated ownership of pricing governance — discount authority matrices, approval hierarchies, and exception policy — applied across a complex, global deal portfolio. • Experience operationalizing a pricing and packaging change across a live selling organization, not just designing it. • Analytical, data-driven mindset with fluency in BI/SQL/spreadsheets to turn deal data into decisions. • Experience owning or co-owning a CPQ implementation or major quote-to-cash systems initiative. • Experience structuring consumption/usage-based deals (commits, ramps, overages, true-ups) for recurring revenue. • Familiarity with cloud marketplace (AWS/GCP/Azure) private offers, reseller and partner billing, and international/EMEA deal nuances. • Life sciences or scientific-software domain familiarity. • We offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday). • Benchling welcomes everyone. • We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences.

Responsibilities

• Enterprise deal strategy & structuring. Coach, partner and proactively advise enterprise account executives and sales leadership around the architecture and pricing of our largest and most complex agreements. With your deep experience in complex enterprise software deals (large, multi-year ramped deals, ELAs, etc), you will be a trusted thought partner with sales as they structure, price, and optimize customer agreements for long-term growth across multiple dimensions, and support high-value negotiations alongside sales leadership. Having built trusted relationships with stakeholders, you will help the team win today’s deal while protecting long-term objectives across the company portfolio. Leverage your experience with your order management team members to get scale across our whole book of business. • Lead our global deal desk team & connect our partners. Lead, develop, and scale a trusted global deal strategy and order management team, keeping the field unblocked and serving as the connective tissue between Sales, Finance, Product and Legal. You will help evolve and proactively deliver executive-grade reporting and insights to finance and field leadership on deal mix, discount and pricing trends, win/loss, cycle time, and other key metrics to drive better business outcomes. Sponsor and deploy automation and AI-assisted execution alongside coaching and development, so the function scales on leverage, not just headcount. • Transformation. Serve as a key leader in operationalizing our redesigned pricing and packaging, and driving continued enhancement of the CPQ system that deploys it. Help advise and support implementation of new sales motions to the field, and devise playbooks that lead to optimal business outcomes, while minimizing customer and sales friction. Serve as a key leader and sponsor of cross-functional quote-to-cash system initiatives, driving lower-touch deal pathways, leveraging scrappiness to make progress, and distilling — and helping the team distill — what actually matters from what doesn't, so we move the model forward. • Operational execution and excellence. Own how deal desk partners with the business, and moves deals from quote through to clean, booked revenue with laser focus on operational excellence: the right balance of speed and control, continuously minimizing touches and exceptions, and sponsoring a continuous improvement mindset. Own the approval framework, ensuring clear, enforceable definitions, and anticipating and resolving downstream risk through process rather than reactivity. Maintain controls that align with public-company readiness without unnecessary bureaucracy so we scale at pace, but with the right deal governance and business outcomes.

Benefits

• $184K – $277K • Offers Equity • Full-time U.S. employees enjoy a comprehensive benefits program including equity, health, dental, vision, 401(k)+ employer match, wellness, commuter, and more. • Benchling takes a market-based approach to pay. The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • They/Them/Theirs • Prefer not to answer • Benchling Privacy Policy (English) • Benchling Privacy Policy (German) • Benchling Privacy Policy (French) • Can work for any employer • Can work for current employer • Seeking work authorization • What AI tools are you currently using today and how are you using them? • Non-Binary, Non-Conforming • Decline to Self Identify • I am not a protected Veteran • I identify as one or more of the classifications of a protected veteran • I don't wish to answer • 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: • 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 • Deaf or serious difficulty hearing • 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 • Yes, I have a disability, or have had one in the past • No, I do not have a disability and have not had one in the past • I don't want to answer • Recruiting Privacy Policy