---
title: 'Director, Deal Desk & Pricing Strategy at Varicent'
canonical: 'https://feeny.ai/job/director-deal-desk-pricing-strategy-varicent-toronto-yws61950sgg8'
type: 'job'
last_seen: '2026-10-18'
---

# Director, Deal Desk & Pricing Strategy at Varicent 

- **Company:** Varicent 
- **Location:** Toronto, Canada
- **Work type:** remote
- **Posted:** 2026-10-06
- **Last confirmed live:** 2026-10-18
- **Apply:** https://job-boards.greenhouse.io/varicent/jobs/5445965008

## 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](https://www.varicent.com/recruitment-portal-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

## About Varicent 

## Company Overview
- **One-liner**: Varicent provides a comprehensive SaaS platform for sales performance management, enabling revenue leaders to plan, execute, and optimize go-to-market strategies using GenAI-powered insights.
- **Entity Type**: Private (divested from IBM in 2020, now independently owned)
- **Headquarters**: Toronto, Ontario, Canada (with offices in the United States, London, and Bucharest)
- **Founded**: 2005
- **Founders**: Not publicly disclosed

## Core Business
- **Primary industries**: Sales Performance Management (SPM), Revenue Performance Management, Enterprise SaaS
- **Target customers**: B2B, enterprise organizations with large sales teams (100,000+ payees managed)
- **Mission**: “Own Your Revenue Growth” – help revenue leaders drive growth through connected planning, incentives, and AI-driven execution

## Products & Services
- **Varicent Incentives**: Design and manage variable compensation plans that align seller behavior with revenue strategy.
- **Varicent Sales Planning**: Balance territories, optimize quotas, and model capacity to turn strategy into performance.
- **Varicent GenAI**: AI-powered insights embedded across the platform to build quotas, territories, and plans that adapt to shifting priorities.
- **Varicent Concert** (acquired): Expanded portfolio for revenue orchestration.
- **Symon.AI** (acquired): AI technology that accelerated market disruption.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (private company)
- **Key Metric**: 700+ employees (up from ~120 at divestiture in 2020); 100,000+ payees managed worldwide
- **Notable Investors/Partners**: Previously owned by IBM; current investors not publicly listed. Trusted by brands such as T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody’s, and Stryker.
- **Growth Signals**: Recognized as a market leader in the 2023 Forrester Wave for SPM, 2023 Ventana Research RPM Value Index, Gartner Peer Insights, and 2024 Gartner SPM Market Guide. Rapid headcount growth and strategic acquisitions (Symon.AI, Varicent Concert).

## Competitive Advantages
- **Unified platform**: Single, connected system for quotas, territories, comp, and capacity – eliminating silos.
- **GenAI at the core**: AI-driven planning and insights that adapt in real time, recovering revenue lost by traditional plans.
- **Proven scale**: Manages over 100,000 payees for some of the world’s largest enterprises.
- **Deep domain expertise**: 20+ years focused exclusively on sales performance management.

## Strategic Focus
- **GenAI expansion**: Embedding generative AI into every module to automate planning, provide predictive insights, and increase seller productivity.
- **Revenue orchestration**: Moving beyond SPM to a full revenue lifecycle platform (plan, execute, grow).
- **Global growth**: Expanding headcount and customer base across five global regions.

## Why Work Here
- **Work-life balance**: Generous time off (including your birthday), remote/hybrid options, flexible hours, and no-meeting days.
- **Professional development**: Tuition reimbursement, “Ignite Days” (quarterly learning time), and continuous growth opportunities.
- **Health & wellness**: Virtual healthcare, mental health support, and Employee and Family Assistance Program.
- **Inclusion**: Strategic inclusion groups that drive impact and remove barriers; paid volunteer hours and donation matching.
- **Culture**: Connected, innovative, and collaborative – regular team events (in-person and virtual), post-work socials, and community giving.
- **Global & remote-friendly**: Offices in Toronto, US, London, and Bucharest; many roles are remote-friendly (see current openings for Canada, Mexico, UK, etc.).

## Sources
1. [varicent.com](https://www.varicent.com/) – Main site, product overview, growth story
2. [varicent.com/company](https://www.varicent.com/company) – About Us, leadership, journey, values
3. [varicent.com/company/careers](https://www.varicent.com/company/careers) – Careers page, benefits, culture
4. [job-boards.greenhouse.io/varicent](http://job-boards.greenhouse.io/varicent) – Current job openings (64 roles)
5. [linkedin.com/company/varicent](https://www.linkedin.com/company/varicent) – LinkedIn company page

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