Your role at Dynatrace

The Director of Global Deal Desk leads the Global Deal Desk organization and is responsible for global deal governance and execution activities, including approval of non-standard terms and support of complex, high-value opportunities across all regions.

The Director will partner closely with Sales, Sales Ops, Finance, Legal, and Product Management to drive deal structuring and discounting. By establishing scalable processes and strong governance, this role ensures exceptional customer experience while maximizing revenue and margin. Deal Desk works cross-functionally with senior stakeholders to improve deal velocity, pricing discipline, and transparency across the deal lifecycle.

Responsibilities:

• Lead and manage the Global Deal Desk organization across regions (Americas, EMEA, and APAC)
• Serve as a trusted strategic partner to Sales leadership on complex, large, and non-standard deals
• Define the strategy for Deal Desk engagement and enable cross-functional stakeholders to effectively work with the team
• High sales empathy – moves quickly and knows how to be a partner rather than a gatekeeper
• Strategic thinker who builds scalable programs
• Open to using AI to amplify their skills and strengthen their work – demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
• Own approval authority for non-standard deal terms
• Partner with Sales, Revenue Accounting, Legal, and Product Management to ensure deals align with revenue recognition, margin, and compliance requirements
• Serve as the primary escalation point for high-risk or high-value deals and quarter-end deal execution
• Oversee CPQ quote approvals
• Establish and maintain global deal desk policies, processes, and approval matrixes
• Develop and track KPIs related to deal velocity, discounting, price realization, and compliance
• Provide regular reporting and insights to executive leadership on deal trends and performance
• Partner with Sales Enablement efforts for sales teams on pricing, deal structures, and approval processes
• Partner with Business Systems on CPQ and quote-to-cash process improvements
• Foster strong relationships with sales leadership and cross-functional stakeholders globally
• Other duties as assigned and required

This is a remote eligible position. Candidates who live within a 45 mile radius of Boston, MA; Detroit, MI; and Denver, CO will be required to work hybrid (2 days per week) out of our Dyntrace office. Candidates are required to work EST hours for this position.

What will help you succeed

Minimum Requirements:

• 10+ years of experience in Deal Desk, Revenue Operations, Sales Operations, Finance, or related roles
• 5+ years of people leadership experience, preferably leading global teams
• Bachelor’s Degree in Accounting, Finance, or a related discipline
• Experience working in a software or SaaS company

Preferred Requirements:

• Strong understanding of pricing, deal structuring, and quote-to-cash processes
• Experience scaling or standing up a global Deal Desk function
• Advanced experience with Salesforce CPQ
• Strong financial and analytical skills with the ability to evaluate complex deal economics
• Comfort partnering with senior sales leadership and executive stakeholders
• Strong oral, written, and presentation skills
• Ability to work independently and collaboratively in a fast-paced environment
• Demonstrated sense of urgency, attention to detail, and strong work ethic
• Proactive, solutions-oriented approach to problem solving

Why you will love being a Dynatracer

• A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly.
• Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research.
• A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries.
• An environment that fosters innovation, enables creative collaboration, and allows you to grow.
• A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals.
• A truly international mindset that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.
• A relocation team that is eager to help you start your journey to a new country, always there to support and by your side.
• Attractive compensation packages and stock purchase options with numerous benefits and advantages.

Compensation and Rewards

DOE, salary $190K - $225K, plus Health, Dental, Life, STD, LTD, 401K, PTO. Total compensation may vary depending on candidate experience/education and location.

Equal Employment Opportunity

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.