Sr Deal Desk Analyst

Location: Denver, CO/ San Francisco, CA

Who Are We?  

About Airlock Digital: 

Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware.  

With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.

What We are Looking For: 

We’re looking for a Sr Deal Desk Analyst to manage and streamline our end-to-end deal workflow. In this role, you’ll be the main coordinator between Sales, Legal, and Finance, making sure deals are structured correctly, compliant with pricing and discounting policies, and aligned with revenue goals. You’ll help accelerate deal velocity, support our growth, and empower the sales team to win.

Key Responsibilities:

Commercial Deal Strategy & Pricing Governance 

• Lead commercial deal structuring for new business, renewals and expansions 

• Own the pricing and discounting policy framework, defining guardrails, exception processes, and approval thresholds in partnership with Finance and the CRO. 

• Model deal economics and scenario analysis to influence executive decision-making on strategic and non-standard opportunities. 

• Develop concession frameworks that protect margin while empowering reps to close competitively. 

Cross-Functional Deal Coordination 

• Serve as the central coordinator across Sales, Finance, Legal, Product, and Executive leadership to ensure complex opportunities progress efficiently through approval workflows. 

• Act as a trusted strategic advisor to AEs and sales leadership — not just a reviewer, but a partner who actively helps structure and win deals. 

• Build and maintain operating rhythms, SLAs, and escalation paths that keep deal velocity high without sacrificing governance. 

Contract, Quote & Approval Management 

• Own quoting processes end-to-end in HubSpot and future CPQ tooling — standardizing templates, order forms, MSAs, and amendment workflows. 

• Enforce pricing, discounting, contracting, and risk-management policies; ensure exceptions are documented, escalated, and approved appropriately. 

• Support channel and partner-specific quoting rules and terms; maintain partner deal registration and co-sell governance. 

CRM Hygiene & Revenue Data Integrity 

• Ensure opportunity records are complete, accurate, and compliant — maintaining high-quality CRM data that underpins forecasting, revenue recognition, and operational reporting. 

• Design and implement data quality standards and audit processes; partner with Sales Ops to enforce pipeline hygiene across the team. 

• Build dashboards and reporting that give leadership real-time visibility into deal velocity, quote-to-close rates, and pipeline health. 

Provisioning & Post-Sale Execution 

• Oversee SaaS license provisioning post-sale, including tenant setup, portal account creation, user role assignments, and environment configuration per contract specifications. 

• Drive provisioning automation efforts to reduce manual effort and accelerate time-to-value for customers. 

• Own the handoff documentation and process from Deal Desk to Customer Success, ensuring CSMs have the context they need from day one. 

Process Design & Scalability 

• Audit existing deal processes and identify gaps; design and implement scalable, documented workflows that can support Airlock's growth across North America, EMEA, and APAC. 

• Build and maintain the Deal Desk playbook — policies, templates, escalation guides, and training materials for the sales team. 

• Deliver enablement sessions to equip AEs with the knowledge to self-serve on standard deals and escalate efficiently on complex ones. 

• Evaluate and implement tooling improvements — CPQ, CLM, and CRM integrations — to reduce friction in the quote-to-cash process. 

Required Skills & Qualifications: 

• 8–10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or Finance within a fast-growing B2B SaaS or technology company. 

• Demonstrated track record of operating at a senior/strategic level — independently leading programs, advising sales leadership, and influencing outcomes without requiring day-to-day management. 

• Experience building or significantly improving Deal Desk processes from the ground up — not just inheriting and maintaining them. 

• Exposure to cybersecurity, infrastructure software, or enterprise security markets is a plus. 

• Must have start up experience 

Technical & Domain Expertise 

• Deep understanding of SaaS pricing models, discounting mechanics, contract structures, and revenue recognition principles (ASC 606 familiarity preferred). 

• Hands-on experience with CPQ systems; HubSpot CRM experience is highly valued. 

• Strong proficiency in deal modeling — comfortable building financial scenarios in Excel Sheets and translating them into actionable recommendations. 

What We Offer: 

We don’t think money is everything, but we know it is an important part of your decision to apply for a role. This position has a salary range of USD $120,000-$150,000. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.  

At Airlock Digital we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, dental, and vision insurance – 401K Plan with 4% Company Match – Life and Disability Programs – Paid Parental Leave - Paid time off and Paid Holidays – Volunteer and Birthday Time off – Home Office Allowance 

Our Commitment: 

We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. 

We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you #LI-REMOTE #LI-GP1