Job description
About the Job:
As a Senior Deal Desk Analyst, you will report to the Director, Deal Management and support all customer deals from the inception of a sales opportunity to the booking of the signed contract. The ideal candidate is skilled and knowledgeable in areas such as enterprise software contract structures, common SaaS metrics, revenue recognition principles, and best practices in the quote-to-book process.
LaunchDarkly is a dynamic startup. The successful candidate will thrive in a fast-paced, ever-changing environment, demonstrate resourcefulness when faced with new scenarios, and apply best-practice principles to each solution.
You will collaborate closely with Sales, Legal, Customer Success, Renewals, Revenue Recognition, and Order Management teams to achieve optimal outcomes for both the customer and LaunchDarkly—financially and operationally.
Responsibilities:
Serve as a trusted advisor to the Enterprise and Strategic Sales teams on deal construction and negotiation of complex transactions.
Own and manage a book of business, working closely with Sales VPs to support and track high-value deal negotiations.
Review proposed quotes, provide feedback and coaching, ensure accuracy and compliance with published policies, and approve, reject, or escalate deals as needed using sound business judgment.
Draft Order Forms and track them through to execution, ensuring that all signed documents are complete and accurate.
Collaborate with internal teams or draft redlines as needed to help close deals on time.
Enforce established processes to ensure data integrity and consistency across closed opportunities.
Gather all required information (e.g., POs, billing contacts) to ensure smooth booking of deals.
Ensure contracts and supporting documents are fully executed and uploaded to the contract management system.
Validate accuracy of quarter-end cutoff procedures and system reconciliations.
Become a subject matter expert in the CPQ tool; support its configuration and functionality.
Train new Account Executives on opportunity creation and closeout processes.
Coordinate information flow across Sales, Professional Services, Legal, Finance, and Operations to facilitate seamless deal execution.
Ensure the deal review and approval processes follow company policies and compliance standards.
Contribute to the development and implementation of deal desk policies, processes, and procedures.
Foster strong cross-functional relationships to streamline and support the deal process.
About You:
Sympathetic: You are driven to understand customer mindset and pain points to create an advertising strategy that achieves business goals and meets customer needs.
Team-Oriented: You excel at collaborating across the company. You can move easily between business stakeholders, product development and marketing teams.
Great Communicator: You have a natural ability to build relationships with cross-functional team members and are a master of the written word, with excellent attention to detail
Startup Mentality: You thrive in a fast-paced, high-intensity environment where you balance multiple projects and can prioritize your work both short and long term.
Driven: You are motivated to achieve success both at work and in your personal life.
Qualifications:
5–10+ years of experience in the Software/SaaS industry, with exposure to Deal Desk, Finance, or Revenue Operations.
Strong understanding of contract business terms and the ability to review and draft them.
Proven ability to manage high deal volume and tight deadlines, especially during quarter-end.
Familiarity with SaaS metrics, including Annual Recurring Revenue (ARR).
Analytical, self-motivated, and confident in making data-informed decisions.
Excellent verbal and written communication skills with a collaborative, solution-oriented mindset.
Strong attention to detail and accuracy.
Experience using CRMs (e.g., Salesforce) and quoting tools.
Intermediate proficiency with Microsoft Excel.
Nice to have’s:
Bachelor’s degree in Business, Economics, Finance, Law, or a related field.
Knowledge of software revenue recognition (ASC 606) is a plus.
Experience supporting senior sales management on complex deals.
Proficiency with Salesforce and CPQ tools.
Pay:
Target pay ranges based on Geographic Zones* for Level P4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $118,000 - $163,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $107,000 - $147,000**
- Zone 3: All other US locations - $101,000 - $138,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare “big-bang” technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We’re building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at [email protected].
Do you need a disability accommodation?
Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
