Lead, Deal Desk AMER
Cursor · United States
- Hybrid
- Full-time
- $180,000 / year
- United States
Job highlights
- Lead global deal desk operations end-to-end.
- Develop processes, policies, and a team.
- Balance revenue acceleration and risk control.
- Collaborate with Sales, Finance, Legal, Product.
- Analyze deals for efficiency and consistency.
About the role
Head of Global Deal Desk
Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code.
Role Overview
The Head of Global Deal Desk owns the system that governs how revenue gets closed. This role defines how deals are structured, approved, and executed across all segments and geographies. It sits at the center of Sales, Finance, Legal, and Product, ensuring speed without losing control.
Own the global deal desk function end-to-end. Build the processes, policies, and team required to support high-velocity and high-complexity sales. Act as the final control point for non-standard deals while enabling reps to close efficiently. This role combines strategy, policy design, and frontline deal execution. It requires judgment under ambiguity and the ability to balance revenue acceleration with risk.
What You’ll Do
- Design and enforce deal approval frameworks across our sales-led business
- Own global pricing and discounting guardrails in partnership with Finance and Product
- Review and approve non-standard deal terms, including pricing, contract structure, and commercial concessions
- Build scalable workflows for deal approvals, contract generation, and exception handling
- Partner with Sales leadership to increase win rates and reduce deal cycle times
- Act as primary liaison between Sales, Legal, Finance, and RevOps during deal negotiations
- Partner with Accounting to establish policies for international expansion (currency, tax, local terms, compliance)
- Analyze deal data to identify leakage, inefficiencies, and pricing inconsistencies
- Hire and lead a global deal desk team
Impact
- Faster deal cycles without loss of control
- Higher average selling price through disciplined pricing enforcement
- Reduced legal and financial risk in enterprise contracts
- Consistent global deal structures as the company expands
- Clear system of record for how revenue is transacted
You may be a fit if you have
- 7–12+ years in Deal Desk, RevOps, Finance, or related functions in high-growth B2B SaaS
- Experience supporting enterprise and global sales motions
- Strong understanding of SaaS pricing models, discounting, and contract structures
- Track record of building or scaling deal desk functions
- Ability to operate as both policy owner and deal closer
- High judgment in ambiguous, high-stakes deal scenarios
- Fluency working cross-functionally with Sales, Legal, and Finance
- Comfort with data analysis and building operational systems
Key skills/competency
- Deal Desk
- RevOps
- Finance
- SaaS Pricing
- Contract Negotiation
- Sales Enablement
- Risk Management
- Cross-functional Collaboration
- Data Analysis
- Leadership
Skills & topics
- Head of Deal Desk
- Deal Desk
- RevOps
- Finance
- B2B SaaS
- Sales Operations
- Contract Negotiation
- Pricing Strategy
- Revenue Operations
- Global Sales
How to get hired
- Tailor your resume: Highlight your 7-12+ years in Deal Desk, RevOps, or Finance within high-growth B2B SaaS, emphasizing enterprise and global sales support.
- Showcase scaling experience: Detail your track record in building or scaling deal desk functions and implementing operational systems.
- Quantify your impact: Use data to demonstrate how you've accelerated deal cycles, increased ASP, or reduced risk.
- Emphasize cross-functional skills: Provide examples of your fluency in collaborating with Sales, Legal, and Finance on complex deals.
- Prepare for ambiguity: Be ready to discuss scenarios where you applied high judgment in high-stakes, ambiguous deal situations.
Technical preparation
Master SaaS pricing and discounting models.,Develop scalable deal approval workflows.,Analyze deal data for inefficiencies.,Understand international contract compliance.
Behavioral questions
Describe a complex deal you closed.,How do you balance speed and control?,Share an experience building a deal desk.,How do you handle ambiguous situations?
Frequently asked questions
- What is the primary goal of the Head of Global Deal Desk role at Cursor?
- The primary goal of the Head of Global Deal Desk at Cursor is to own and optimize the end-to-end system for closing revenue. This involves defining how deals are structured, approved, and executed globally, ensuring both speed and control.
- What kind of experience is required for the Head of Global Deal Desk position at Cursor?
- Cursor seeks candidates with 7-12+ years of experience in Deal Desk, RevOps, Finance, or related fields within high-growth B2B SaaS environments. Experience supporting enterprise and global sales is crucial, along with a strong understanding of SaaS pricing, discounting, and contract structures.
- How does the Head of Global Deal Desk role balance revenue acceleration with risk?
- This role balances revenue acceleration with risk by designing and enforcing deal approval frameworks and pricing guardrails. It involves reviewing non-standard deal terms and building scalable workflows to enable reps while acting as a final control point for complex or high-risk agreements.
- What are the key responsibilities of the Head of Global Deal Desk at Cursor?
- Key responsibilities include designing deal approval frameworks, owning pricing and discounting guardrails, approving non-standard terms, building scalable deal workflows, liaising between Sales, Legal, and Finance, establishing international expansion policies, and analyzing deal data. Hiring and leading a global team is also a core duty.
- What is Cursor's mission and how does this role contribute to it?
- Cursor's mission is to automate coding by building the best tool for professional programmers. The Head of Global Deal Desk contributes by ensuring that the revenue generation process is efficient and scalable, supporting the company's growth and ability to deliver on its mission.
- What kind of culture can I expect at Cursor?
- Cursor has a flat organization with a small, talent-dense team. They value truth-seeking, passion, and creativity, encouraging spirited debate, crazy ideas, and shipping code.