Deal Development Team Lead
About this role
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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Total Rewards
Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
The Company
At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.
If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.
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