Director – Deals Desk

Palo Alto Networks

. Oversee commercial deal structure and governance for the North American region .

Posted 9/24/2026full-timeUnited StatesLead💰 $214,200 - $294,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in financial modeling, deal structuring, and revenue recognition principles, with a strong focus on aligning commercial strategies with corporate financial objectives. Proven ability to lead cross-functional teams and influence senior leadership in high-stakes negotiations.

Highest-signal resume keywords

Financial ModelingDeal StructuringRevenue RecognitionSalesforce CPQUS GAAP

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Financial AnalysisCommercial FinancePricing StrategyGross Margin AssessmentContract ManagementData AnalyticsForecastingDeal EconomicsSales SupportComplex Terms Review

Soft Skills

LeadershipCollaborationInfluencingMentoringCommunication

Tools & Technologies

SalesforceCPQ Systems

Certifications & Qualifications

MBACPA

Industry Keywords

Commercial Deal StructureNorth American RegionUS and Canadian Business EnvironmentsASC 606Revenue Operations

About the role

Key responsibilities & impact

Oversee commercial deal structure and governance for the North American region
Oversee complex, high-value transactions and ensure alignment with corporate financial objectives and requirements
Serve as a bridge between Sales and Finance leadership
Partner with Legal, Revenue, Product, Operations, Finance, and Revenue Operations
Act as senior authority for North American deal structuring
Develop region-specific pricing and discount strategies
Provide financial modeling and analysis for sales proposals
Assess deal-term impacts on gross margin, ARR, and RPO
Provide executive-level reporting on margin health, deal economics, and commercial viability
Define and enforce global commercial policies
Govern non-standard pricing and contractual deviations in accordance with US GAAP and revenue recognition policies
Lead cross-functional alignment meetings and resolve deal lifecycle risks and roadblocks
Collaborate on revenue recognition, forecasting, margin analysis, and deal economics
Work with Legal to standardize terms, review redlines, and manage risk tradeoffs
Identify process and system bottlenecks affecting deal velocity
Support ongoing development of the Salesforce CPQ ecosystem
Implement process improvements to increase sales velocity and support high-volume growth
Advise Sales leadership on discounting trends and competitive pricing structures
Craft commercially viable deal structures for customers and Palo Alto Networks
Manage and mentor the Deals Desk team

Requirements

What you’ll need

10+ years of progressive experience in Finance, FP&A, or Sales Finance
Minimum 5 years of direct experience leading a Deals Desk or Commercial Finance function
Proven experience supporting a sales organization
Ability to partner with and influence senior sales leaders at VP/SVP level
Strong understanding of US and Canadian business environments and contracting nuances
Expert-level financial modeling and analytical skills
Strong focus on revenue, gross margin, and working capital impacts of commercial terms
Deep knowledge of US GAAP and revenue recognition principles, including ASC 606
Bachelor's degree in Finance, Accounting, Economics, or a related quantitative field
Extensive experience with Salesforce and CPQ systems
Experience directly supporting field sales in active customer negotiations
Experience reviewing and managing complex terms within deal structures
Ability to translate complex data analytics into executive-level strategy recommendations
MBA or CPA highly preferred

Benefits

Comp & perks

Restricted stock units may be included
Bonus may be included
Employee benefits are available (specific benefits not detailed)
Reasonable accommodations for qualified individuals with a disability or special need