Director, Deal Pursuit Operations

The Director of Deal Pursuit Operations is responsible for managing and optimizing the proposals, RFP’s, deal structuring, and contract approval process to ensure efficiency, compliance, and profitability. This leadership role involves collaborating with sales, product, finance, legal, and operations teams to drive deal velocity, enforce pricing strategies, and streamline the sales cycle.

In this role, you will own:

• Deal Structuring & Approval Process

  • Lead the deal pursuit function, which includes proposal management, order management and deal desk providing strategic guidance on deal structuring, pricing models, and contract terms.

  • Ensure all deals comply with company policies, revenue recognition guidelines, and financial targets.

  • Act as a key liaison between sales, product, finance, and legal teams to facilitate deal approvals and mitigate risks.

  • Oversee and improve approval workflows to ensure timely processing and contract execution.

• Pricing Strategy & Compliance

  • Enforce pricing strategies that align with corporate goals and market dynamics.

  • Work with finance and product teams to evaluate discounting structures and margin optimization.

  • Ensure pricing policies comply with legal, regulatory, and internal governance requirements.

  • Monitor and analyze competitive pricing trends and recommend pricing adjustments as needed.

• Operational Efficiency & Process Optimization

  • Continuously optimize tools, automation, and best practices to improve deal desk efficiency and accuracy.

  • Lead process standardization efforts to enhance scalability and deal execution speed.

  • Define and track key performance indicators (KPIs) related to deal cycle time, approval rates, and revenue impact.

  • Provide training and support to sales teams on deal desk processes, systems, tools and best practices.

• Cross-Functional Collaboration & Leadership

  • Partner with sales leadership to strategize on high-value or complex deals.

  • Collaborate with legal to refine contract templates and approval requirements.

  • Work with finance to align deal structures with revenue recognition principles.

  • Lead, mentor, and develop a team of deal desk analysts and specialists.

The skills you’ll bring include:

• Bachelor’s degree in Business, Finance, or a related field (MBA preferred).

• 8+ years of experience in deal desk, sales operations, finance, or a related function, with at least 3+ years in a leadership role.

• Strong understanding of SaaS/software pricing models, revenue recognition principles, and contract negotiation.

• Experience working with CRM and CPQ tools (Salesforce, Apttus, etc.).

• Excellent analytical, problem-solving, and decision-making skills.

• Strong leadership and team management abilities.

• Effective communication and stakeholder management skills.

• Ability to thrive in a fast-paced, high-growth environment.

We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

 

About Rapid7

Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.  With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.