Director, Deal Desk

FreeWheel, a Comcast company, provides comprehensive ad platforms for publishers, advertisers, and media buyers. Powered by premium video content, robust data, and advanced technology, we’re making it easier for buyers and sellers to transact across all screens, data types, and sales channels. As a global company, we have offices in nine countries and can insert advertisements around the world.

Job Summary

FreeWheel, a Comcast Company, is looking for a strategic leader for our expanding Deal Desk function. The Director, Deal Desk will be a data-driven leader, responsible for leading the Deal Desk team across our supply and demand verticals. This will be a high visibility role working with various internal customers including FreeWheel’s senior leadership team, and will report to the Executive Director, Revenue Optimization. The ideal candidate will have experience working in a fast-paced environment and collaborating with cross-functional teams to achieve revenue goals. It is critical that this candidate be able to balance between managing the team’s tactical support of the pipeline (deal flow) with strategic / portfolio level improvements to the deal desk process as we seek to scale this function across the company.

Job Description

Core Responsibilities

• Partner cross-functionally with Sales, Finance, Sales Strategy, Product Marketing, and Legal to design, negotiate and sign better deals that grow revenue and/or margins, through:
  • Enhancing configurable deal model templates to optimize results for each deal type, compare different scenarios, and evaluate vs. historical / similar deals
  • Measure initial baseline and establish targets for net revenue margin (eCPM) for each customer segment and/or deal type, taking into account market dynamics
  • Expand support for new types of commercial structures, including margin-based deals, working with Sales and Sales Strategy to develop a playbook for consistent execution
  • Partner with Revenue Operations to measure and monitor deal performance (results) vs. expectations, and establish a feedback loop for future deals and rate card evolution

• Define, implement, and optimize the end-to-end Deal Desk process to accelerate time-to-close for all FreeWheel new business, renewals, and up-sells, by:
  • Streamlining deal review framework for more repeatable deal support and review with minimum standard checklist(s) and executive summary memos for decision making
    • Wherever possible, these processes should be implemented within Salesforce to phase out any offline / manual tracking in place
  • Partner with Revenue Operations to digitize, and automate wherever possible, the end-to-end deal process from proposal through to close, inclusive of intake/prioritization, internal review and approval, negotiation, and deal execution
  • Automate the sourcing of operational data inputs for deal models to reduce time spent building deal models, and drive consistency with subsequent deal performance tracking

• Expand the Deal Desk’s support to additional internal customers across the supply and demand verticals, balancing deal/pipeline coverage relative to opportunity size and risks
  • Centralize deal governance for consistent checks and balances, while tiering level of review/approval required based on the size of the deal and/or associated business risks
  • Based on that same tiering, standardize the level of Deal Desk support to be provided, such as proposal structure, modeling, internal approval support, and contracting
  • Partner with Revenue Operations to establish centralized tracking of deal intake/prioritization, pipeline, and approval queues
• Lead day-to-day management of the Deal Desk team with clearly defined goals and expectations, and coach and develop the team to maximize both performance and career growth

Requirements:

• Bachelor's degree in Business Administration, Economics, Finance or a related field
• 8+ years of experience in deal desk, revenue operations, sales, or related field
• Self-motivated, execution-focused mindset with a high degree of urgency to help the business drive towards and exceed its revenue goals
• Strong analytical skills including proficiency with Excel (Looker experience also preferred), with the ability to identify and articulate key business trends and insights
• Excellent communication and collaboration skills, with the ability to lead effective meetings and presentations with sales and senior leadership as needed
• Team-player with cross-functional team experience and ability to provide excellent service to internal customers - including sales, finance, marketing, as well as executive leadership

Employees at all levels are expected to:

• Understand our Operating Principles; make them the guidelines for how you do your job.
• Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
• Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
• Win as a team - make big things happen by working together and being open to new ideas.
• Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
• Drive results and growth.
• Respect and promote inclusion & diversity.
• Do what's right for each other, our customers, investors and our communities.

Disclaimer:

This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.

Comcast is proud to be an equal opportunity workplace. We will consider all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information, or any other basis protected by applicable law.

Skills:

Sales Process; Financial Modeling; Sales Proposals; People Management; Negotiation; Strategic Sales Support; Process Improvements

Salary:

Primary Location Pay Range: $153,913.40 - $230,870.09

Comcast intends to offer the selected candidate base pay within this range, dependent on job-related, non-discriminatory factors such as experience. The application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later.

Base pay is one part of the Total Rewards that Comcast provides to compensate and recognize employees for their work. Most sales positions are eligible for a Commission under the terms of an applicable plan, while most non-sales positions are eligible for a Bonus. Additionally, Comcast provides best-in-class Benefits to eligible employees. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That’s why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality – to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.

Education

Bachelor's Degree

While possessing the stated degree is preferred, Comcast also may consider applicants who hold some combination of coursework and experience, or who have extensive related professional experience.

Relevant Work Experience

7-10 Years