Senior Director, Deal Pursuit and Order Management
Rapid7 is looking for a Senior Director, Deal Pursuit and Order Management with passion, energy, intellect and drive that can bring fresh ideas, an analytical mind, and a dedication to helping us achieve our goal of growing to $1B and beyond. We need a leader that will help us design and innovate building a process for deal creativity and order flow that will scale for the future. You could be the leader that can help this team achieve massive impact!

About the Team
The Senior Director, Deal Pursuit and Order Management will lead an end to end deal team focused on RFP/RFIs, Customer Risk Assessment responses, creative deal design and constructs, pricing, and order management experts that work hand in hand with our sales and customer success teams to drive bookings for new, expand and retention sales for Rapid7.

About the Role
The Senior Director, Deal Pursuit and Order Management will play a key role in the growth of Rapid7. Reporting to the Senior Vice President, Business Operations, this is a strategic role working as a trusted business partner in support of the sales teams and customer success teams. She or he will be an integral part of the team managing and owning the deal management and quote-to-cash process as we accelerate our growth at this crucial stage in our company’s development.

In this role, you will:

• Drive approvals from internal, cross-functional stakeholders for non-standard terms and conditions.

• Partner with the legal team in contract negotiations to limit financial risk and exposure to the business.

• Partner with the finance/revenue recognition team in contract negotiations to limit financial risk and exposure to the business.

• Provide local training and enablement to the field sales teams to improve efficiency, reduce sales cycle times and drive higher sales productivity, including on-boarding and continuous training on quoting and closing deals.

• Work with management and the broader teams to drive operational efficiency and input into as well as sometimes co-owning process improvements.

• Offer deal intelligence to assist sales leaders in decision-making.

• Provide guidance to Account Executives on deal structuring in a way that meets customers’ requirements, sets them up for maximum success, and maximizes ARR

• Participates in deal reviews and commercial conversations with Account Executives, and sales leadership as appropriate.

• Drive reporting and insights on non-standard terms, making executive recommendations and actioning resulting system and process changes

• Collaborate on approval matrix and language library updates

• Review and approve customer transactions before booking for proper revenue treatment and book orders for software licensing offerings

• Determines preliminary revenue recognition treatment and books the transaction in SFDC and other order entry tools in the Rapid7 environment

• Reply to, manage, and facilitate exception approval requests, including special pricing, legal terms, or deal structures in a timely and efficient manner from receipt to resolution

• Provide input, guidance and approvals on deal structures, working closely with sales in evaluating complex deals and ensuring adherence to revenue recognition policies

• Set the standards, demonstrate the standards and hold the team accountable for excellence

• Advocate for the Deal Desk team order management teams, balancing both execution and team role satisfaction

• Prepare effective training or coaching that help improve team efficiency, productivity, customer satisfaction and flawless program management

• Take on extra-curricular projects to support Deal Desk leadership in making material improvement to our business process or operations

• Drive the daily deal desk escalation team and process

• Drive performance targets for the Deal Desk team and keep stakeholders updated on the performance

• Define career path and performance standards for the team overall though building solid team structure, as well as recognizing and supporting growth opportunities through enhancing capabilities within the team.

The skills you’ll bring include:

• 10+ years of relevant Deal Desk or Contract Negotiator experience

• 5+ years of experience working with Sales and other cross-functional teams on complex programs

• BA/BS degree in Management/Business or similar

• Proficiency in overall construct of subscription, professional service, and renewal deals; able to advise on booking and revenue recognition consequences

• A solid background in subscription-based licensing for cloud offerings

• Familiarity with common CRM systems and tools such as Salesforce and an understanding of Order Management and SaaS deal structures

• Basic understanding of or willingness to learn revenue recognition rules in order to read and understand various sales agreements to the extent required to extract relevant information

• Natural problem-solver: comfortable with data and ambiguity; able to both delve into the details and operational tactics and engage meaningfully on the big picture or overall strategy

• Proactive and passionate about results: independently capable of seeking information, solving conceptual problems, corralling resources and delivering results in challenging situations to satisfy our customers

• Leadership: strong team leadership and project management skills and ability to mobilize teams towards a common goal

• A “do whatever it takes” attitude to enact change within the organization, being a leader and a trusted business advisor

• Initiative and ownership: the ability to act with limited oversight on a day-to-day basis, balancing multiple priorities

• High-energy, team-first attitude: motivated to work collaboratively in a fast-paced, ever-changing environment to help our growing business

• Effective communications: excellent communication skills with the ability to distill complex thoughts and strategies into simple, actionable recommendations

• Executive presence: experience working closely with senior executives to solve challenging business problems; Ability to credibly and compellingly present and debate recommendations with senior leadership

• Able to work extended hours during the month and quarter-end cycles.

We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

About Rapid7
Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.

With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.