Head of Deal Desk

Altana is the network for trusted trade. Our AI-powered product network empowers governments and businesses to build a more resilient and secure global economy while keeping trade flowing.

The Opportunity at Altana

As the Head of Deal Desk at Altana, you'll play a critical role in shaping the company's commercial success by partnering closely with Sales, Legal, Finance, and Product teams. Reporting directly to the CFO, you’ll oversee and optimize deal structuring, pricing strategies, and contract negotiations, ensuring alignment with business objectives and compliance with company policies.

You Will

Deal Structuring and Strategy:

• Partner with sales teams to structure, negotiate, and approve complex deals, ensuring alignment with Altana’s strategic goals and financial targets.

• Provide strategic guidance on pricing, discounting, and contract terms to optimize profitability and competitiveness.

Contract Management:

• Serve as the primary point of contact for deal-related inquiries, escalations, and approvals.

• Collaborate closely with Legal to review, negotiate, and redline customer contracts (NDAs, MSAs, order forms, SOWs) to minimize risk and ensure compliance.

• Act as the initial negotiator for contract terms, balancing customer needs and business objectives effectively.

Process and System Optimization:

• Develop, refine, and implement efficient deal desk processes to accelerate deal velocity and reduce cycle times.

• Establish best practices and utilize tools to streamline approval workflows and improve cross-functional collaboration.

• Ensure accurate and timely documentation and data entry into CRM systems (Salesforce) and other operational platforms.

Analytics and Insights:

• Track deal metrics, generate comprehensive reports, and provide actionable insights on deal performance and market trends to Sales and Finance teams.

• Identify and implement continuous improvements in deal strategies and structures based on data-driven analysis.

Cross-Functional Collaboration:

• Collaborate with Finance and Sales Operations to align deal desk initiatives with broader revenue goals and strategic company objectives.

• Support new product launches by developing effective pricing and packaging strategies in coordination with Product, Sales, and Finance.

Sales Enablement:

• Provide training and ongoing education to sales teams regarding deal structuring, pricing guidelines, contract terms, and revenue implications.

• Offer strategic insights derived from deal desk experiences to leadership teams to address business challenges and identify opportunities.

You Have

• Bachelor’s degree in Business, Finance, or a related discipline.

• 5-10+ years of relevant experience in deal desk or related roles, particularly within SaaS or technology sectors.

• Deep expertise in pricing strategies, contract negotiation, and end-to-end sales processes.

• Proficient in CRM systems (e.g., Salesforce) and sales enablement tools, with experience leading or participating in CPQ implementations.

• Exceptional analytical capabilities, able to evaluate complex deal scenarios and deliver insightful, data-driven recommendations.

• Strong communication and interpersonal skills, adept at influencing stakeholders and fostering cross-functional collaboration.

• Experienced in government contracting is highly desirable.

• Demonstrated ability to thrive under pressure, manage multiple competing priorities, and consistently meet deadlines.

This role can be based in Brooklyn, NY, USA or Washington, D.C., USA, with hybrid work flexibility and candidates must be within commuting distance from our Williamsburg, Brooklyn office or our downtown D.C. office.

US Salary Range and Benefits

$160,000 - $205,000 USD

The salary range, to the extent specified for this role, is a good faith statement of the minimum and maximum levels of the annual based salary for the position. The base salary offered to a successful candidate will depend on a wide range of compensation factors, including, but not limited to, work experience, education and/or training, critical skills, and/or business considerations. Competitive equity grants are included in the majority of full time offers; and are considered part of Altana's total compensation package. Altana also offers either a discretionary bonus or a variable compensation plan depending on the role. Additionally, Altana offers top-tier benefits for full-time employees, including:

• Flexible Time Off: Altana operates with a Flexible Time Off (FTO) policy that gives you agency over your own time off so you can maximize your work-life balance.

• Parental Leave: We offer industry leading Paid Parental Leave (PPL), providing 14 weeks of leave for non-birthing, adoptive, and foster parents and up to 26 weeks of leave for birthing parents, all paid at 100% of your base salary.

• Health Benefits: We have a full suite of medical, vision, and dental benefits with generous employer contributions, designed to give you flexibility and choice for your individual health situation. Our high deductible health plan is 100% employer paid for employees and supplemented with an employer contribution to your Health Savings Account (HSA). There is also a Flexible Spending Account (FSA) option.

• Supplemental Benefits: Altana provides life, short- and long-term disability, and AD&D insurance coverage, all at no cost to you, so you know that you and your loved ones are covered in case of an emergency.

• 401(k) Savings: Save for and invest in your future using our Fidelity 401(k) retirement savings program.

• Commuter Benefits: Save money on your commute by setting aside pre-tax funds for public transit or parking!

• Wellness: Because we value mental and emotional health, every Altana employee has access to a free premium subscription to Calm, the #1 app for meditation, sleep, and mindfulness.

• Pet Insurance: Pets are family too! Keep them healthy with Wishbone insurance and / or our Total Pet vet service and telehealth discount plan.

• Employee Assistance Program: Free access to confidential personal support.

• Dependent Care FSA: You will have access to a Dependent Care FSA, which allows you to set aside pre-tax funds for childcare expenses

The recruiter assigned to this role can share more information about the specific compensation and benefit details associated with this role during the hiring process.

Our Values

Our values are the core beliefs that shape who we are, what we stand for, and how we behave.They form the foundation of Altana’s culture and integrity and guide how we hire, design, build, and connect with each other and our customers.

• Trust: Our customers and partners entrust us with missions of the highest importance. We honor that by keeping our word, meeting commitments, and ensuring every action we take reinforces confidence in us. We rely on each other to deliver, to speak openly, and to hold ourselves accountable.

• Resilience: In a world of uncertainty and complexity, our work must withstand challenges, evolve with conditions, and ensure reliability over time. Resilience is both how we operate and what we deliver. It’s how we respond when things don’t go to plan –– we adapt, we support each other, and we keep moving forward.

• Stewardship: We are stewards of every mission we touch. Because our work impacts lives and futures, we hold ourselves accountable to delivering mission impact and never compromising. Our responsibility extends beyond individual projects to the broader system of global trade. We believe that stewardship starts from within so that we can bring focus, creativity, and excellence to our work. Each of us is personally responsible for fostering a workplace where people can thrive. And we are stewards of the greater good of the company. By holding ourselves and each other accountable, we build a culture of innovation and collective success that reflects the scale of our mission.

• Courage: Courage is what unlocks the seemingly impossible for our customers. It’s the core value that drives us make bold moves and take on big, complicated network problems—the ones others avoid. We know success isn't guaranteed, but we have the audacious vision to believe a solution is possible and to build it. Courage fuels our growth mindset. It means embracing challenges that make us stronger, and it’s demonstrated by how we approach hard conversations and complex projects.

At Altana, we believe that a diverse workforce enables greater creativity, performance, and adaptability. We’re proud to be an equal opportunity employer and welcome you to join us as you are. Our employment opportunities and decisions are based on business needs and individual qualifications, without regard to race, color, religious creed, national origin, ancestry, age, physical or mental disability, medical condition, marital status, sexual orientation, gender identity or expression, genetic information, family care or medical leave status, military or veteran status, or any other characteristic protected by the laws or regulations in the areas in which we operate. We prohibit discrimination and harassment of any type, in any situation.

Offers related to employment at Altana will come from an Altana.ai email address. We will never ask for payment as part of the interview or onboarding process.