Note: The job is a remote job and is open to candidates in USA. Alkami is a digital sales and service platform provider for U.S. banks and credit unions. The Lead Deal Desk Analyst owns complex deal structuring, pricing strategy, and quote-to-cash process optimization while partnering with Sales, Finance, Legal, and RevOps. The role also provides mentorship, improves deal desk processes, and drives deal quality, governance, and efficiency.
Responsibilities
- Lead the review, structuring, and approval coordination of the most complex, high-value, and non-standard deals in the pipeline
- Serve as an informal team lead — providing guidance, deal reviews, and day-to-day mentorship to IC1 and IC2 team members
- Act as the primary point of contact for enterprise and strategic accounts requiring bespoke pricing, contract structures, or commercial terms
- Develop and refine internal deal desk processes, playbooks, and templates in partnership with the Director
- Collaborate with Legal to navigate complex contract negotiations, redlines, and non-standard terms; escalate appropriately
- Evaluate deal economics including margin impact, payment terms, multi-year discounting, and revenue recognition implications
- Maintain and improve the deal approval matrix, ensuring governance keeps pace with business growth and product expansion
- Partner with Finance on forecasting, period-end deal management, and ensuring deal closure timelines align with revenue targets
- Represent the Deal Desk in cross-functional initiatives including new product launches, pricing changes, and go-to-market updates
- Identify and flag systemic deal quality issues or policy gaps and propose solutions
Skills
- 6+ years of experience in deal desk, sales operations, finance, or comparable roles in a rapidly growing SaaS company
- Advanced knowledge of deal structuring, pricing strategies, ELA's and contract processes
- Expertise in Salesforce CPQ and related tools
- Solid grasp of revenue recognition principles and ability to flag ASC 606 risk in deal structures
- Natural communicator who can credibly engage with and push back on senior Sales stakeholders
- Strong understanding of quote-to-cash lifecycle and dependencies
- Effective stakeholder management and cross-functional influence skills
- Ability to operate independently in complex and ambiguous environments
- Strong problem-solving skills with sound business judgment
- Candidates must be eligible to work in the US for full-time employment
- FinTech experience helpful
- Bachelor's degree in Finance, Business, Economics, or related field preferred or equivalent work experience
- Experience in SaaS or FinTech, or other high growth environments
- Demonstrated ability to mentor peers and lead by example in a team environment
- Familiarity with revenue recognition and financial implications of deal structures
- Experience with automation or workflow optimization tools
- Experience leading cross-functional initiatives or system implementations
Benefits
- Remote-first environment
- Unlimited paid time off
- 401(k) with employer match
Company Overview