Director, Global Deal Optimization & Quoting (Position located in Bangalore, India) en KnowBe4

Please submit your resume in English.

Seeking a proven and experienced manager to help build and scale our Global Deal Governance function.  Reporting to the SVP of Revenue Operations, the ideal candidate will have experience building, enabling, launching, and scaling operational processes and partnering with cross-functional teams and stakeholders including Revenue Operations, Sales, Finance, Legal, Pricing, Product, Marketing, Enablement, etc.  It is essential for the selected candidate to effectively document and prepare data-driven analyses, performance trends, actionable insights, and recommendations supported by business cases.

Responsibilities:

• Work cross-functionally with Finance, Legal, Sales, Marketing, and other orgs to define, document, enable, execute, and manage the below with the goals of driving consistency, accelerating growth, improving sales deal velocity, ensuring solutions are repeatable and scalable, ensuring deal quotes and proposals align with customer use cases and KnowBe4 sales plays, and protecting revenue/ARR:
  • Standard discounting guardrails and policies.
  • Governance and approval processes for proposals / quotes / deals, to provide oversight while enabling quick time to quote/proposal, allowing for transparency in the process, and ensuring the value is clear to the Sales team.  Documenting processes to ensure full understanding of customer objections and provide creative alternative levers to discounting to protect against revenue erosion.
  • Deal structuring and quoting practices and policies.  Work cross-functionally to define, enable and launch consistent contract and quote templates, providing clarity on sections that cannot be modified vs. those sections that have more flexible options/structures for Sales.
  • Help define and build out Proposal Services function responsible for the creation of standard proposal templates and policies with Marketing, aligned to the main customer use cases and KnowBe4 Sales Plays.  Enabling Sales to quickly leverage consistent, professional proposal deck materials to put forth compelling and polished proposals and quotes to customers.
• Define and implement Key Performance Indicators, with continuous financial modeling and in-depth analysis and reporting to support quoting, pricing and discounting decisions, effectively measure team performance, deal metrics and velocity, proposal and deal success rates, reasons for wins and losses, structure of won opportunities, identify areas needing improvement, and make data-driven recommendations with business cases to support them.  Reporting on data-driven insights highlighting best practices and providing options that are working in other areas / regions.
• Manage quoting, deal governance and proposal projects, which may involve matrix management and management of cross-functional teams.
• Partner cross-functionally to develop programs to enhance deal profitability and ensure KnowBe4 interests are protected. Partner closely with Sales with defining processes and recommendations to ensure support and maximize effectiveness when rolling out to the field.
• Develop a trusted relationship and collaborate closely with Sales, Legal, Finance, Enablement and other teams.
• Contribute to a customer-centric culture by ensuring revenue operations positively impact customer satisfaction and retention.
• Operate at the highest levels of integrity and transparency, and appropriately address any gaps in these areas.
• Support cross-training efforts to ensure work coverage and work-life balance.
• Provide leadership and manage the team members of the Deal Optimization & Quoting teams.
• Provide leadership to the Global Quoting team in developing and implementing processes to enhance efficiency, accuracy, and continuous improvement for both direct and partner quotes while managing team performance and professional growth.
• Provide genuine recommendations as to the hiring, firing, promotion, and discipline of subordinate employees to which the Company gives significant weight

Requirements:

• Minimum 5  years of Operations/Revenue Operations/Finance management experience
• Bachelor’s in finance, accounting, business or adjacent field; MBA preferred
• High competency of data/financial modeling and analysis, as well as development of actionable insights, recommendations and business cases.
• Strong business acumen, ideally in a software related environment
• Extensive experience with Salesforce, Excel modeling and analysis, and data visualization tools (Tableau, Power BI)
• Experience in pricing, discounting, and structuring subscription deals is a plus
• Experience successfully working in a fast-paced Global company leading multiple projects and relationships with continuous change and competing priorities.
• Experience in customer facing commercial negotiations in support of deal closure is a plus
• Competent knowledge of and experience with revenue recognition, particularly within ARR/subscription-based revenue models
• Highly analytical, data/fact driven, process oriented, and comfortable developing data-driven recommended changes to the status quo.
• Exceptional verbal, written, and presentation communication skills.
• Combination of positive/can-do attitude, strong intellect, creative problem solving, effective cross-functional communication, growth mindset that focuses on providing data-driven options and recommendations, with an eagerness to roll up sleeves to improve performance.
• Strong ability to develop cross-functional relationships and build trust and rapport with Sales, Finance, Legal, Rev Ops, Marketing, Product, and other orgs within the company.
• Excellent at digging through data and translating it into actionable/impactful insights and recommendations.
• Desire to hear and understand Sales needs and determine paths forward, while balancing the adherence to guardrails needed by Legal and Finance.
• Results-driven, with a strategic customer-focused mindset, yet having a keen eye for detail.
• Ability to handle stress with a positive, calm and data-driven approach, focused on company objectives.
• Operate with honesty, integrity, transparency, enthusiasm, and respect for others.