Sr. Deal Desk Analyst

Overview:

The Senior Deal Desk Analyst will be a critical part of the GTM Systems team, supporting global sales with deal structuring, pricing analysis, and contract execution. The ideal candidate will combine strong analytical skills with business judgment and attention to detail to help sales teams close high-quality deals efficiently and compliantly. This is an individual contributor role, but with high visibility and impact across Sales, Finance, Legal, and Operations.

Responsibilities:

Deal Structuring & Review

Partner with account executives and sales leaders to structure non-standard deals that balance customer needs with company objectives.

Review deal terms for accuracy, compliance, and alignment with pricing and discounting guidelines.

Provide proactive guidance to sales on deal strategy, positioning, and commercial terms.

Pricing Analysis & Approvals

Analyze deal economics, including margin impact, payment terms, and potential risks.

Support preparation of pricing models, ROI analyses, and business cases for executive approvals.

Ensure all required approvals are captured and properly documented.

Contract & Quote Management

Manage quote-to-contract workflows within Salesforce CPQ and related systems.

Ensure accuracy of commercial terms, product configurations, and billing details.

Partner with Legal to flag risks and support redlines or negotiations on standard terms.

Policy Compliance & Governance

Act as a gatekeeper for compliance with revenue recognition, discounting policies, and approval matrices.

Support audit readiness by maintaining detailed records of deal approvals and contract workflows.

Provide feedback to leadership on emerging risks, policy gaps, and process improvement opportunities.

Cross-Functional Collaboration

Work closely with Sales, RevOps, Finance, and Legal teams to streamline deal cycles and remove friction points.

Contribute to internal enablement by developing training, FAQs, and playbooks for the sales organization.

Serve as a trusted advisor and point of escalation for deal-related questions during active sales cycles.

Continuous Process Improvement

Identify recurring bottlenecks in the deal cycle and recommend automation or policy refinements.

Partner with the GTM Systems team to test and deploy workflow enhancements within Salesforce and CPQ.

Support adoption of AI- and agentic-powered workflow tools to drive faster deal processing.

Qualifications:

- 5+ years of experience in deal desk, sales operations, pricing, or revenue operations.

- Strong understanding of B2B SaaS sales motions and revenue models (subscription, usage-based, multi-year contracts).

- Hands-on experience with Salesforce, CPQ, and contract management systems.

- Strong business and financial acumen; comfortable working with spreadsheets, pricing models, and ROI analyses.

- Exceptional attention to detail and ability to manage multiple deals simultaneously under tight timelines.

- Excellent written and verbal communication skills for working with global teams.

EEO Statement:

iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.

We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at careers@icims.com

Compensation and Benefits:

Competitive health and wellness benefits include medical insurance (employee and dependent family members), personal accident and group term life insurance, bonding and parental leave, lifestyle spending account reimbursements, wellness services offerings, sick and casual/emergency days, paid holidays, tuition reimbursement, retirals (PF - employer contribution) and gratuity. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits