Director, Deal Desk

The Director, NA Global Deal Desk at Navan is responsible for the operational execution and excellence of the regional Deal Desk function in North America, ensuring adherence to global policies, processes, and systems critical for scalable revenue growth. Reporting to the Head of Global Deal Desk, this role acts as a senior advisor on complex regional deal structures, pricing strategies, and negotiations, partnering closely with Sales, Finance, Legal, Billing, and Product teams. The ideal candidate has strong expertise in B2B SaaS deal operations and CRM/CPQ systems, familiarity with pricing governance and revenue recognition principles, along with proven experience leading and developing a regional team in a dynamic, growth-stage environment.

What You Will Do

: Develop and scale the North America Deal Desk team: Lead the regional team of Deal Desk experts, executing the global vision and direction, recruiting and developing team members, and establishing a customer-centric team culture focused on accountability, efficiency, and continuous improvement. Advise on strategic regional deals: Act as the primary advisor for largest and most strategic North American deals. Work closely with regional sales leadership in these select deals to evaluate risks and rewards, guide negotiation strategy, and ensure deals align with company objectives.

Support strategic deals across regions as needed. Develop and deliver enablement training: Aid in the development and deliver regular training and enablement programs for the North America sales and related teams on pricing, deal structures, quoting tools, and deal processes in conjunction with our GTM enablement team. Enable new product introduction and monetization: Collaborate with Product, Finance, Legal, and other GTM teams to launch new products and services, focusing on the regional implementation and execution of global packaging, pricing, deal structures, and process / systems needs for new offerings.

Requirements

: Work with our Business Technology and GTM Systems teams to ensure we have the right systems to support our quote-to-cash process from our CRM, CPQ, CLM, and billing.

of our CPQ implementation and a contributing stakeholder working with Finance, Legal, Billing to define the

of the remaining order-to-cash tech stack. Price book and SKU Management: Ensure regional governance and adherence to global price books, discounting and approvals guidelines, and SKU structures within North America. Monitor regional deal performance metrics: Working in conjunction with GTM systems and analytics teams, monitor and report on metrics and dashboards used to track regional deal cycles around closing processes, discounting, exceptions, approvals, and pricing effectiveness.

Use insights from these metrics and associated analytics to improve NA Deal Desk operations and develop recommendations for how to improve the regional closing process (including approvals, discounting, deal handoffs, etc).

, financial reporting standards, internal controls, SOX compliance, revenue recognition).

What We’Re Looking For

: Strategic thinker and problem solver who executes global pricing, discounting, packaging strategies and optimizes regional operational processes to support these within CPQ Proven ability to execute and optimize global pricing and deal management strategies within a region Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies.