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Role Description

Pantheon is scaling thoughtfully, and we want you to be a key player in our business transformation. As a Senior Deal Desk Analyst, you will sit at the intersection of Sales, Finance, Legal, and Accounting, acting as a strategic partner to ensure scalable growth for the entire business. You are a strategic business thinker with excellent communication and collaboration skills, thriving in a fast-paced, dynamic environment. This position reports to our Senior Deal Desk Manager.

In this role, you will own and optimize the deal approval process, including complex deal structuring and accelerating deal closures. You will partner closely with sales and customer success leadership to identify customers' critical business issues and lead the structuring of transactions that align with both client requirements and customer needs. You will also serve as a senior resource on the Deal Desk team, mentoring teammates and driving process improvements that scale with the business.

What You’ll Do

• Serve as a trusted strategic adviser to Sales on Enterprise deal-related matters, including high-value, multi-year, and non-standard transactions.
• Provide proactive support and guidance to Sales for creative deal structuring, alternative contract options, and value positioning — acting as the escalation point for the complex or high-impact deals.
• Review Order Forms for accuracy, pricing, and compliance; perform to a specified set of metrics and service levels. Identify patterns in exceptions and recommend policy updates accordingly.
• Manage the queue and approval process for sales orders, escalating as required and helping refine escalation frameworks to improve speed and clarity.
• Work closely with Sales Management, Finance, Legal, and Support teams to influence deal strategy and shape commercial terms.
• Champion best practices to increase Deal Desk and sales efficiency and effectiveness across the organization, including identifying gaps or process issues and leading cross-functional initiatives to resolve them.
• Analyze and report on transaction trends, efficiency metrics, and areas for improving efficiency. Present insights and recommendations to leadership to inform pricing strategy and deal governance.
• Deliver relevant training to new and existing salespeople on Deal Desk processes, order procedures, and overall QTC best practices. Develop and maintain training materials and documentation.
• Ensure adherence to and compliance with policies and procedures around revenue recognition and operational guidelines. Proactively flag risks and propose guardrails for new deal models or go-to-market motions.
• Mentor and support Deal Desk team members, providing guidance on deal review and process adherence.

Qualifications

• 5-8 years of sales, finance, or operations experience, with at least 3 years in a Deal Desk or similar commercial operations role.
• Proven track record of executing and managing complex software deals through the full order lifecycle, from initial structuring through approvals, negotiation and close — including multi-product, multi-entity, or channel/partner deals.
• Detail oriented with the ability to multitask and prioritize at times of high volume while maintaining a strategic, big-picture perspective.
• Expert-level understanding of quote-to-cash processes and contract lifecycle.
• Strong written and verbal communicator with the ability to collaborate effectively in a remote-first environment and influence senior stakeholders.
• Easy to work with — with a positive, collaborative attitude — you take the work seriously but not yourself!
• Proficiency with Salesforce, CLM tool(s), CPQ tool(s) — with experience optimizing workflows or building reporting within these systems.

Benefits

• Industry competitive compensation and equity plan.
• Flexible time off, sick days, and 13 paid holidays.
• Comprehensive medical insurance including Health, Dental, and Vision.
• Paid parental leave (plus fertility, adoption, and other family planning benefits).
• In-office workspace.
• Monthly allowance for wellness, reading, and access to LinkedIn Learning for continued development.
• Events and activities both team-based and company-wide that inspire, educate, and cultivate.