At Commerce, our mission is to empower businesses to innovate, grow, and thrive with our open, AI-driven commerce ecosystem. As the parent company of BigCommerce, Feedonomics, and Makeswift, we connect the tools and systems that power growth, enabling businesses to unlock the full potential of their data, deliver seamless and personalized experiences across every channel, and adapt swiftly to an ever-changing market. We believe in harnessing AI responsibly to unlock new possibilities, and we’re looking for individuals who use it intentionally to solve problems, accelerate outcomes, and expand what’s possible in their role. Our purpose is to help businesses confidently solve complex commerce challenges so they can build smarter, adapt faster, and grow on their own terms. If you want to be part of a team of bold builders, sharp thinkers, and technical trailblazers who shape the future of commerce, this is the place for you.
This role sits at the intersection of Sales, Finance, Legal, and RevOps, serving as a strategic partner to the go-to-market organization while ensuring deal integrity, commercial compliance, and operational efficiency across the entire quote-to-cash lifecycle. We are looking for someone that can earn the trust of both Sales and cross-functional partners. Sales sees them as someone who will fight to get the deal done; Legal, FinOps, and Finance trust them to know the playbooks well enough to approve on their behalf — reducing friction without increasing risk. The ideal candidate brings deep expertise in deal structuring and contract operations within a SaaS environment, paired with the leadership capability to build and develop a high-performing team.
What You'll Do
Serve as the primary point of escalation and approval for non-standard deal structures, pricing exceptions, discounting, and commercial terms across all segments and regions.
Partner with Sales, Sales Leadership, and Finance to structure complex, multi-product, and multi-year deals that maximize revenue while maintaining commercial controls
Develop and enforce deal desk policies, approval workflows, and discount guardrails to ensure consistency and protect margin
Drive deal velocity by managing SLAs, removing friction from the approval process, and proactively flagging risk or opportunity across the pipeline
Build and maintain deal desk playbooks, pricing matrices, and escalation frameworks used across the revenue organization.
Own the end-to-end contract lifecycle management process, from initial redlines through execution, renewal, and archiving
Maintain and continuously improve the standard contract playbook, fallback positions, and pre-approved clause libraries in partnership with Legal
Oversee contract repository hygiene and ensure data accuracy within the CLM system; identify and implement tooling improvements to increase efficiency
Partner with Legal on non-standard or high-risk contractual terms, ensuring proper escalation paths and timely resolution
Track contract key dates (renewals, terminations, obligations) and proactively surface risk or opportunity to Sales and Finance leadership
Act as a trusted advisor to Sales on deal strategy, structuring options, and commercial risk — translating complex policy into actionable guidance.
Collaborate with RevOps, Finance, and Billing to ensure seamless handoffs from signed contract to revenue recognition and invoicing
Partner with Legal, Compliance, and Security to ensure contracts meet regulatory, data privacy, and company risk standards
Drive alignment between Sales and Finance on revenue recognition implications of deal structures in accordance with ASC 606
Contribute to executive level reporting on deal desk metrics, contract compliance, and commercial health
Recruit, lead, manage, and develop a team of Deal Desk Analysts and Contract Managers.
Set clear expectations for performance, establish team OKRs, and create development paths for individual contributors
Identify and implement process improvements, automation opportunities, and tooling enhancements across both functions
Build scalable processes that support the company's growth trajectory across new segments, geographies, and product lines
Who You Are
Deeply service-oriented; approaches every interaction with Sales as a partner, not a gatekeeper, focused on finding a path to "yes" while maintaining commercial integrity
Holds themselves and their team to a high standard of ownership — sets clear expectations, follows through on commitments, and creates a culture where accountability is the norm, not the exception
10+ years of experience in Deal Desk, Revenue or Financial Operations, Contract Management, or a related commercial operations function within a B2B SaaS or technology company
5+ years of people management experience, with a track record of building and developing high-performing teams
Deep familiarity with SaaS commercial models, including subscription pricing, multi-year deals, usage-based structures, and enterprise licensing
Experience working with CLM tools (e.g., Ironclad, Conga, DocuSign CLM) and CRM platforms (Salesforce required)
Strong understanding of revenue recognition principles (ASC 606) and their practical application to deal structuring
Proven ability to influence cross-functional stakeholders including Sales leadership, Finance, and Legal without direct authority
Exceptional attention to detail combined with the ability to operate strategically and manage competing priorities in a fast-paced environment
Excellent written and verbal communication skills, with the ability to synthesize complex commercial or legal concepts for non-expert audiences
Bachelor's degree in Business, Finance, Legal Studies, or a related field required; MBA or JD a plus
Thrives in a high-growth, dynamic environment and comfortable operating with ambiguity while building structure
The national base salary range for this role is posted above in this job post.
Final compensation will be determined based on factors such as relevant experience, skills, qualifications and geographic location. We also consider internal equity to help ensure fair and consistent pay practices across our teams.
Where applicable, this role may also be eligible for variable compensation (such as bonus or commission), equity, and benefits in accordance with local policies. Details will be shared during the hiring process. We are committed to equitable and transparent pay practices that align to market data, internal equity, and individual contribution.
At Commerce, we believe that celebrating the unique histories, perspectives and abilities of every employee makes a difference for our company, our customers and our community. We are an equal opportunity employer and the inclusive atmosphere we build together will make room for every person to contribute, grow and thrive.
We are committed to creating an inclusive and accessible hiring experience for all candidates. If you require accommodations or adjustments at any stage of the recruitment process, please let us know and we will work with you to meet your needs.
Learn more about the Commerce team, culture and benefits at https://www.commerce.com/careers/
Commerce, along with many other employers, has become the subject of fraudulent job offers to hopeful prospective job seekers.
Be advised: Commerce does not offer jobs to individuals who do not go through our formal hiring process.
Commerce will never:
require payment of recruitment fees from candidates;
request personally identifiable information through unsanctioned websites or applications;
attempt to solicit money from you as part of the hiring process or as part of an employment offer;
solicit money to complete visa requirements as part of a job offer.
If you receive unsolicited offers of employment from Commerce, we urge you to be extremely cautious and avoid engaging or responding.
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Commerce (formerly BigCommerce Holdings, Nasdaq: CMRC) is the parent company of BigCommerce, Feedonomics, and Makeswift, providing an open, AI-driven ecommerce ecosystem for B2C and B2B businesses. Based in Austin, TX, it offers ecommerce platforms, product feed management, and visual storefront tools.
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