Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers—those blending manual, automation, and AI skills—to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams across 80+ countries, many of which are in the Fortune Global 500. Katalon has been named a G2 Leader in software testing for 11 consecutive quarters and a Great Place to Work for three consecutive years.
About the Role
We are seeking a Senior Deal Desk Specialist to lead complex deal structuring, pricing governance, and cross-functional execution across our Quote-to-Cash (Q2C) lifecycle. This role sits at the intersection of Sales, Legal, Finance, and RevOps and plays a critical part in enabling high-quality, scalable deal execution.
You’ll be responsible for managing non-standard pricing workflows, ensuring contract and commercial compliance, coordinating quote approvals, validating ARR bookings, and streamlining our vendor onboarding and quote automation processes. If you're passionate about solving cross-functional deal challenges, improving efficiency through automation, and being a trusted advisor to Sales, this role is for you.
Key Responsibilities
- Deal Structuring & Commercial Governance
- Lead non-standard pricing review and approval workflows across Sales, Finance, and Legal.
- Ensure pricing decisions comply with internal policies, margin thresholds, and revenue recognition standards.
- Act as a strategic advisor on deal constructs to optimize for both speed and profitability.
- Contract & Compliance Oversight
- Own the commercial compliance review of all contracts to ensure alignment with approved terms, discounts, and deal structures.
- Partner with Legal and Finance to ensure all executed agreements meet internal audit, SOX, and revenue requirements.
- Quote-to-Order Execution & Support
- Support end-to-end Q2C execution—including quote creation, amendment handling, and order form accuracy in CPQ/CRM.
- Collaborate with Sales, RevOps, and Deal Desk stakeholders to resolve bottlenecks and enable timely order processing.
- ARR Booking Validation & Reporting
- Own ARR booking reconciliation between Salesforce and Power BI, ensuring accuracy of reported figures.
- Flag discrepancies and work cross-functionally to maintain booking data integrity and alignment with revenue policy.
- Vendor Onboarding & Documentation
- Serve as the point of contact for coordinating new vendor onboarding, ensuring all necessary documentation is complete and compliant.
- Maintain a clear repository of vendor engagement records and approvals for audit readiness.
- Process Automation & Optimization
- Drive initiatives around quote automation, approval routing, and workflow logic to reduce manual intervention and deal cycle time.
- Partner with Systems and RevOps teams to identify and implement scalable improvements to Q2C systems and tooling.
Success Metrics
- Improved average deal cycle time for complex approvals
- Reduced manual booking discrepancies (Salesforce vs. Power BI)
- Higher sales satisfaction with Deal Desk responsiveness and guidance
Requirements
Qualifications
- Bachelor’s degree in Business, Finance, or a related field
- 3–4 years of experience in Deal Desk, Sales Operations, or Revenue Operations within a SaaS or tech environment
- Strong command of Salesforce, CPQ (DealHub preferred), and contract execution workflows
- Proven track record managing complex pricing approvals, compliance reviews, and automation initiatives
- Strong attention to detail with a systems and process optimization mindset
- Excellent cross-functional communication and stakeholder management skills
Why Join Us?
Lead Strategic Deal Execution – Play a central role in shaping how we structure and close deals at scale
Drive Operational Excellence – Own key workflows that directly impact revenue and efficiency
Be a Cross-Functional Partner – Work closely with Sales, Legal, Finance, and RevOps leadership
⚙️ Champion Automation – Help build scalable workflows and smarter Q2C systems
Benefits
At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don’t just take our word for it. Take a better look below!
- Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses.
- Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.
- Physical & Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves.
- Diversity, Equity & Inclusion: Becoming part of a global team that celebrates differences and equal opportunity.
Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.
Originally posted on Himalayas
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