Director, Deal Operations Center, North America & LATAM, GISV

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We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways. 

Are you curious about being part of our growth stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

This pivotal leadership role is responsible for establishing, scaling, and directing the Deal Operations Center (DOC) across North America and Latin America for our GISV business. The Director will spearhead the end-to-end deal flow for all transactions, encompassing both high-volume standard deals and complex, non-standard (high-touch/top-tier) engagements. This includes overseeing pricing strategy execution, contract creation support, and opportunity support/routing. The core mandate is to optimize for deal velocity, ensure operational scale, and provide exceptional support to our sales organization and channel partners, ultimately driving revenue growth and sales productivity.

Key Responsibilities:

• Strategic Deal Operations Leadership:

  • Develop and execute a comprehensive strategy for the NA & LATAM Deal Operations Center, aligning with global sales objectives and GISV business priorities.

  • Execute and continuously optimize standardized processes for deal intake, review, approval, and closure to maximize efficiency, accuracy, and speed.

  • Implement differentiated workflows for non-standard, high-touch/top-tier transactions, ensuring appropriate scrutiny and support for strategic deals.

  • Act as a trusted advisor to sales leadership, providing insights and recommendations on deal structuring, pricing, and commercial terms.

  • Oversee the day-to-day operations of the Deal Operations Center, ensuring seamless support for sales teams in both North America and Latin America.

  • Manage the entire deal lifecycle from opportunity routing, quote generation, and pricing approvals to contract drafting, negotiation support, and final execution.

  • Ensure adherence to pricing policies and approval matrices.

  • Oversee the contract creation process, ensuring accuracy, compliance with legal and company policies, and timely turnaround.

  • Partner closely with Legal and Finance teams on contract negotiations, particularly for non-standard agreements and top-tier clients.

  • Build, lead, mentor, and develop a high-performing Deal Operations team across North America and LATAM.

  • Foster a culture of continuous improvement, customer-centricity, and operational excellence.

  • Set clear performance expectations, KPIs, and development plans for the team.

  • Build and maintain strong relationships with Sales, Finance, Legal, Product Management, and other internal stakeholders to ensure alignment and facilitate smooth deal execution.

  • Effectively communicate deal status, roadblocks, and solutions to relevant parties.

  • Drive initiatives to improve sales velocity and reduce friction in the sales process.

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Qualifications:

• Experience:

  • 10+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or a similar role within the software (SaaS/PaaS preferred) or technology industry.

  • 5+ years of experience in a leadership/management capacity, with a proven track record of building and managing high-performing teams, preferably across multiple geographies.

  • Demonstrable experience managing both high-volume, transactional deal flows and complex, enterprise-level (high-touch) deals.

  • Significant experience working with North American and Latin American markets, understanding regional nuances in business practices and contracting.

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• Skills & Knowledge:

  • Deep understanding of deal structuring, pricing methodologies, and contract negotiation.

  • Proficiency with CRM (e.g., Salesforce) and Pricing tools is essential. Experience with CLM (Contract Lifecycle Management) systems is a plus.

  • Strong analytical and problem-solving skills, with the ability to dissect complex issues and develop practical solutions.

  • Excellent communication, interpersonal, and presentation skills, with the ability to influence and build consensus across all levels of the organization.

  • Proven ability to operate effectively in a fast-paced, dynamic environment and manage multiple priorities.

  • Strategic thinker with a hands-on, execution-oriented approach.

  • Strong understanding of sales processes and the GTM (Go-To-Market) strategies within a GISV or enterprise software context.

  • Business-level proficiency in Spanish and/or Portuguese is highly desirable.​

• Education:

  • Bachelor’s degree in Business Administration, MBA or other advanced degree is a plus.