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Deal Desk Strategy, Process, & Operations Lead

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

Job Title:  Deal Desk Strategy, Process, & Policy Operations Lead


Come join the Global Deal Desk Strategy & Policy team that works to ensure operational efficiency for Global Deal Desk individuals who are the primary deal advisors/approvers to Sales for non-standard subscription deal structures.


The ideal candidate for this role is a data driven individual with proficiency in creating and analyzing operational reports and has a meaningful familiarity with quote to cash deal structuring processes. The candidate will apply that experience to evolve policies, processes, and enablement materials to improve Global Deal Desk team efficiency in the execution of complex and critical non-standard deal structures. This role will not work specific deals but will work to make processes efficient and clear for those that do work specific deals.

What you get to do in this role:

  • Build reporting capabilities and analyze data to discover operational efficiency improvement opportunities for the Global Deal Desk team.
  • Take initiative to recognize obstacles to Deal Desk efficiency, create solutions, and drive enablement for improvement.
  • On behalf of Deal Desk, continuously evaluate, propose, and collaborate on enhancements to policies and processes as the company’s product, pricing, and sales environment evolves.
  • Build cross-functional consensus around innovative ideas and initiatives that involve Deal Desk and ensure alignment of Deal Desk policy to company strategy.
  • Assist on transformation projects such as CPQ and CLM enhancements
  • Author playbooks to address customer negotiation issues, process documentation, and other enablement material for the benefit of the Global Deal Desk team.


To be successful in this role, we need someone who has:

  • 6+ years of related experience such as deal structuring, sales operations, financial analysis
  • MBA, BS in Finance, Economics, or related and relevant areas
  • A thorough understanding of the quote to cash process flow
  • A balanced game theory mentality with ability to uncover nuanced risks
  • Strong business acumen with excellent communication skills – verbal and written using Excel, Word, and PowerPoint as examples
  • The ability to read, interpret, and scrutinize, business terms in legal agreements
  • Strong logic and analytical abilities
  • Adeptness at business partnering and collaborating with cross functional teams, building meaningful business relationships and influence using flexible communication styles
  • Self-motivation, dependability with deliverables and deadlines, and ability to multi-task

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.


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