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Added 2 hours ago
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Added 7 hours ago
RQ00789 - Systems Testing/QA Specialist - Senior
A.T. Consulting & Recruiting Inc.
Toronto, ON
Contract
Minimum 10 years of professional experience in Quality Assurance and software testing.

Varicent

Director, Pricing Strategy and Operations

Toronto, ON, Canada

Experience: Experience leading teams, programs, or cross-functional operational functions (typically 5+ years)
Posting language: English
Posted: Sep 25, 2026

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Original job description

At Varicent, we’re not just transforming the Sales Performance Management (SPM) market - we’re redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here’s why you’ll thrive at Varicent:

Innovate with Purpose: Build impactful solutions for customers worldwide.
Join Excellence: Work in a diverse, collaborative, and innovative team.
Shape the Future: Lead in redefining revenue optimization.
Grow Together: Unlock your potential in a supportive environment.

Join us at Varicent - where your talent and ambition meet limitless opportunities for success!

Summary of the Role and Team

As Director of Deal Desk & Pricing, you will lead and scale Varicent's Deal Desk function, serving as the central authority for deal governance, pricing operations, quote-to-booking processes, and commercial execution. You'll work closely with Sales, Customer Success, Renewals, Finance, Legal, Product, and Revenue Operations to drive pricing accuracy, data integrity, operational efficiency, and compliance throughout the customer lifecycle. This role combines strategic leadership with hands-on execution - you'll establish the processes, governance frameworks, systems alignment, and team structure that enable scalable growth. This is a people leadership role: you'll manage and grow Deal Desk professionals while improving deal velocity, profitability, forecasting accuracy, and operational excellence.

What You Will Be Doing

Lead and develop the Deal Desk team, including coaching, performance management, capacity planning, and workload prioritization.
Establish and run Deal Desk operating processes: deal intake, approvals, escalations, service-level expectations, and stakeholder communications.
Own quote-to-booking governance for new business, renewals, expansions, and cross-sell opportunities, ensuring pricing accuracy and policy compliance.
Work with Sales and Customer Success on deal structuring, pricing decisions, exception management, and commercial approvals.
Maintain data integrity and system alignment across Salesforce, CPQ platforms, pricing tools, and related commercial systems.
Partner with Finance on forecasting activities, revenue recognition requirements, commercial risk assessments, and audit readiness.
Build and maintain governance frameworks, policies, documentation, and enablement resources that drive consistent business practices.
Lead process improvement and change management initiatives to reduce deal cycle times and improve scalability and reporting quality.

What You Bring

Demonstrated expertise in Deal Desk, Pricing, Revenue Operations, Commercial Operations, FP&A, Commercial Finance, or related business functions (typically gained over 10–12+ years)
Experience leading teams, programs, or cross-functional operational functions (typically 5+ years)
Experience with complex B2B sales motions, including new business, renewals, expansions, and cross-sell transactions
Expertise in Deal Desk operations, pricing governance, quote-to-booking workflows, commercial approvals, and process design
Experience working with Salesforce, DealHub CPQ, or comparable CPQ/CRM platforms
Solid grasp of how pricing structures, commercial terms, ACV, and contract structures impact forecasting and revenue recognition
Strong analytical and problem-solving skills, with a track record of using operational data to improve business processes and decisions
Ability to influence senior stakeholders across Sales, Finance, Legal, Customer Success, Product, and Revenue Operations

Success Outcomes

First 90 Days

Build a working understanding of Varicent's pricing structure, commercial processes, systems landscape, and quote-to-booking workflows.
Establish strong relationships with Sales, Customer Success, Finance, Legal, Product, and Revenue Operations stakeholders.
Assess current Deal Desk processes, governance controls, approval workflows, and reporting capabilities.
Identify opportunities to improve deal execution efficiency, data quality, and process consistency.

Within 6 Months

Roll out clear governance frameworks, approval structures, and operational standards across the Deal Desk function.
Raise quote quality, pricing accuracy, and first-pass approval rates while cutting rework and processing delays.
Set up consistent forecasting workflows with Finance using Deal Desk insights and commercial data.
Strengthen data integrity and alignment across Salesforce, CPQ platforms, pricing tools, and related systems.
Develop scalable team operating rhythms and performance metrics aligned to business objectives.

Within 12 Months

Position Deal Desk as a go-to strategic partner across Go-To-Market, Finance, and Executive teams.
Show measurable gains in deal cycle times, pricing governance, compliance, and forecasting accuracy.
Deliver scalable quote-to-booking processes that support growth while maintaining strong controls and audit readiness.
Build a high-performing Deal Desk organization with clear accountability and operational excellence.
Create a sustainable operating model that supports revenue growth, profitability objectives, and commercial scalability.

This posting is for a existing vacancy.

This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Our AI tools are designed to complement - not replace - human decision-making.

Overview of Benefits:

Health & Wellness - Comprehensive medical, dental, and vision coverage tailored to your local needs
Time Off - PTO and public holidays to rest, recharge, and do what matters most
Volunteer Days - Dedicated time to give back and support the communities that matter to you
Ignite Days - Dedicated learning days to support continuous growth, skill development, and professional learning
Financial - Compensation that reflects your market and your value
Retirement - Retirement plans designed to help you build long-term financial security
Tuition Assistance - Invest in your growth with support for continuing education and professional development
Flexibility - Work where you thrive, with remote and hybrid options available across most regions

Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com

Varicent is also committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position at Varicent and/or by using this portal, you declare and confirm that you have read and agree to our Job Applicant Privacy Notice and that the information provided by you as part of your application is true and complete and includes no misrepresentation or material omission of fact

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More about this job

Responsibilities

The Director of Deal Desk & Pricing will lead and scale the deal governance function, overseeing pricing operations, quote-to-booking processes, and commercial execution. This role involves partnering with cross-functional teams to drive pricing accuracy, operational efficiency, and compliance throughout the customer lifecycle.

Requirements

Candidates should have 10-12+ years of experience in Deal Desk, Pricing, or Commercial Finance, with at least 5 years in a leadership capacity. Proficiency in Salesforce and CPQ platforms, along with a strong understanding of revenue recognition and commercial contract structures, is required.

Skills

Deal desk management
Pricing strategy
Revenue operations
Commercial finance
Salesforce
DealHub CPQ
Quote-to-booking
Governance frameworks
Forecasting
Revenue recognition
Process improvement
Change management
Data integrity
Stakeholder management
Performance management
Strategic leadership

Benefits

Health coverage
Dental coverage
Vision coverage
Paid time off
Public holidays
Volunteer days
Ignite days
Retirement plans
Tuition assistance

Visa sponsorship

Not detected in the job text

Keywords

Deal Desk
Pricing Strategy
Revenue Operations
Sales Performance Management
SPM
SaaS
Salesforce
DealHub CPQ
Quote-to-booking
Commercial Finance
Revenue Recognition
Governance
Forecasting
Compliance
Process Design
Change Management
Data Integrity
B2B Sales
Contract Structures
ACV
Operational Excellence
Capacity Planning
Audit Readiness
Go-to-market Strategy
RPM
Stakeholder Management
Performance Management
Commercial Execution
Deal Velocity

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