Head of Deal Desk - International

1 мес. назад

IrelandEuropeHead

Lead the Deal Desk for international business, managing complex deals and a team to ensure efficient, consistent deal execution across regions.

Обязанности

's Deal Desk sits at the center of how we turn commercial intent into signed, bookable business. As demand for Claude grows across every region, the deals themselves are getting larger, more structured, and more consequential — and the desk is what keeps them moving quickly without sacrificing pricing discipline, deal quality, or clean handoffs downstream. We already run this well in the Americas. This role builds and leads the equivalent outside it.
You'll own Deal Desk for our international business — EMEA and APAC — and lead a team of three. You'll be the commercial partner sales teams come to when a deal doesn't fit the standard shape: multi-year and consumption structures, non-standard pricing and discounting, complex commit and ramp terms, and the approvals that go with them. You'll make those deals faster to close and cleaner to book, and you'll be the point where regional nuance meets a consistent global standard rather than fragmenting away from it.
You'll partner closely with the global Deal Desk lead to keep one operating model across regions, while adapting it to the realities of selling in markets with different currencies, tax and entity structures, and buying norms. Internally you'll work shoulder to shoulder with Sales, Revenue Operations, Revenue Accounting, Legal, and Finance — translating between what the field needs to win and what the business needs to book cleanly. When those interests pull in different directions, you're often the person who resolves it.
This is a foundational role: you'll establish how Deal Desk operates across our international regions, and you'll hire, develop, and scale the team that runs it. If you want to build the commercial engine for a business growing this fast, in the regions where much of that growth is still ahead of us, this is the seat.
Own Deal Desk for 's international business across EMEA and APAC — the operating model, the team, and the outcomes
Lead, hire, and develop a team of three, and scale it as the international business grows
Serve as the commercial partner to international sales teams on complex and non-standard deals, including pricing, discounting, multi-year and consumption structures, commit and ramp terms, and deal structuring
Own the deal approval and review process for the region — clear thresholds, fast turnaround, and the right escalation paths — so that speed and pricing discipline aren't traded off against each other
Partner with the global Deal Desk lead to maintain one consistent operating model across regions, adapting it to regional currency, tax, entity, and buying-norm differences rather than fragmenting from it
Act as the validation point between deal creation and order management, ensuring quotes and signed order forms are structured to book cleanly and provision correctly
Work across Revenue Operations, Revenue Accounting, Legal, and Finance to resolve the trade-offs that non-standard deals create, and to close gaps between what closes a deal and what books correctly
Own the quality of Deal Desk inputs in Salesforce and CPQ for the region, and drive the process and tooling improvements that let the desk scale without adding friction
Establish the metrics that show the desk is working — cycle time, approval turnaround, deal quality, and downstream booking accuracy — and hold the team to them

Требования

Are excited about 's mission to develop AI that is safe and beneficial
Work effectively in fast-moving environments with high ambiguity, and are comfortable building process where little exists yet
Have led a Deal Desk, deal management, or revenue operations function, and have structured complex, non-standard commercial deals directly
Have managed people, and can hire, develop, and grow a team
Understand the mechanics of deal structuring — pricing, discounting, multi-year and consumption models, commit and ramp terms — and the approval frameworks that govern them
Have worked across Sales, Legal, Finance, and Revenue Accounting to move deals from quote to signed, bookable order
Are fluent in the tooling of a modern GTM stack, including Salesforce and CPQ
Communicate clearly and credibly with both field sales and internal control functions, and can resolve competing interests between them

Будет плюсом

Extensive experience running Deal Desk or revenue operations across international markets, ideally spanning both EMEA and APAC
Have built or materially scaled a Deal Desk function, rather than only inheriting and running one
Familiarity with the operational realities of selling internationally — multi-currency, multi-entity, and varied tax and invoicing requirements
Experience with quote-to-order and order management processes and the handoffs between them
Exposure to CPQ platforms such as, and to the systems and data that connect quoting to booking
Have worked at a company that scaled significantly during your tenure, particularly through a period of rapid international growth
Understanding of how enterprises evaluate and buy AI products, and how that shapes commercial structures
The annual compensation range for this role is listed below. 
For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Другое

’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.
Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study:  A field relevant to the role as demonstrated through coursework, training, or professional experience
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship:  We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that recruiters only contact you
We believe that the highest-impact AI research will be big science. At we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to , including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage:  Learn about  our policy for using AI in our application process.