Deal Development Team Lead

Overview

At Esri, our Deal Development Team Lead serves as a trusted advisor to our sales team to help drive closure to a mutually beneficial agreement with customers. They lead a highly skilled team that advises on deal structure and quoting, alternative contract options, and value propositioning. We are looking for an individual who inspires and motivates others and ensures that everyone understands their roles, responsibilities, and overall goals. You will lead a team responsible for assisting with sales and navigating complex internal and external requirements.

Responsibilities

• Lead and develop your team. Mentor, coach, and provide constructive feedback to drive performance and professional growth. Ensure the team understands objectives, success measures, and best practices while fostering a collaborative, inclusive environment.
• Ensure compliance. Apply expert knowledge of policies, regulations, and internal controls. Anticipate and interpret compliance implications, advise on alternatives, and recommend improvements to processes, ensuring business risk is minimized while supporting business growth.
• Guide contract and agreement strategy. Oversee deal desk activities related to agreements, contract analysis, and service levels. Ensure all terms - including pricing, deliverables, and risk provisions - meet company, legal, and business specifications. Provide judgment in ambiguous or complex situations to secure favorable, win-win agreements.
• Foster client and stakeholder relationships. Develop trusted partnerships with internal sales teams, leadership, and customer-facing functions. Maintain a client-focused mindset by aligning solutions with customer needs while balancing organizational requirements.
• Drive results and continuous improvement. Evaluate deal desk processes to identify efficiencies and recommend improvements. Establish clear reporting methods, performance metrics, and service levels to keep the team focused and aligned with sales goals.
• Model leadership. Demonstrate integrity, accountability, and strong ethical principles in daily work. Influence positively across teams, represent Esri values, and contribute to a high-performing, collaborative culture.

Requirements

• 8+ years of enterprise sales, deal desk, pricing, or contract management experience
• 3+ years of experience mentoring, motivating, and coaching on a team
• Advanced knowledge of deal desk operations, contract structures, selling models and pricing guidance for complex sales opportunities
• Ability to interpret and apply compliance and regulatory requirements in deal structures
• Strong judgment in ambiguous situations and proven negotiation skills
• Occasional travel may be required (up to ~10%); travel needs may vary based on business requirements
• Bachelor's degree in business administration, finance, marketing, or information technology
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S

Recommended Qualifications

• Experience managing commercial selling agreements
• Proven ability to analyze contracts and identify risks, obligations, and improvement opportunities
• Understanding of GIS and Esri technology
• Familiarity with reporting tools to track performance and deal desk metrics
• Master’s degree in business administration, finance, marketing, or information technology

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