About the Job:
As a Senior Deal Desk Analyst, you will report to the Director, Deal Management and serve as a critical partner across the quote-to-cash process. You'll work at the intersection of Sales, Legal, Finance, and RevOps and help design the commercial engine that powers LaunchDarkly's most strategic deals.
The ideal candidate brings deep expertise in enterprise software deal structures, SaaS commercial terms, revenue recognition and is actively curious about how Agentic AI can reshape the way Deal Desk teams operate.
You'll be a trusted advisor to our Growth, Enterprise, and Strategic Sales teams. You’ll not just be a reviewer of deals, but a shaper of them. You'll bring structure to complexity, clarity to ambiguity, and velocity to deals that matter most. When a deal gets hard, you're the person in the room everyone wants.
But this role is more than executing playbooks. We're building a Deal Desk function that operates at the leading edge; one that leverages AI to move faster, think smarter, and scale without adding headcount. The right candidate isn't just comfortable with change; they're energized by it. They see AI as a force multiplier.
LaunchDarkly is a dynamic, high-growth company. You'll thrive here if you bring a startup mentality: resourceful under pressure, decisive in ambiguity, and focused on outcomes over activity.
Responsibilities:
- Serve as a trusted advisor to the Growth, Enterprise, and Strategic Sales teams on deal construction and negotiation of complex transactions.
- Own and manage a book of business, working closely with Sales leaders to support, guide, and track high-value deal negotiations.
- Review proposed deals, provide feedback/coaching, ensure accuracy/compliance with published policies, and approve, reject, or escalate deals as needed using sound business judgment.
- Review commercial redlines and draft terms as needed to help close deals.
- Enforce established processes to ensure data integrity and consistency across closed opportunities.
- Ensure contracts and supporting documents are fully executed and uploaded to the contract management system.
- Become a subject matter expert in the CPQ tool; support its configuration and functionality.
- Train new Account Executives on opportunity creation and bookings processes.
- Coordinate information flow across Sales, Professional Services, Legal, Finance, and RevOps to facilitate seamless deal execution.
- Ensure the deal review and approval processes follow company policies and compliance standards.
- Contribute to the development and implementation of deal desk policies, processes, and procedures.
- Foster strong cross-functional relationships to streamline and support the deal process.
- Explore, pilot, and champion the use of Agentic AI tools to streamline deal review, contract analysis, approval routing, and cross-functional coordination. You don't need to have all the answers — but you need to be asking the right questions.
Qualifications:
- 5–10+ years of experience in the Software/SaaS industry, with exposure to Deal Desk, Finance, or Revenue Operations.
- Ability to comprehend and draft contractual business terms and conditions.
- Proven ability to manage high deal volume and tight deadlines, especially during quarter-end.
- Familiarity with SaaS metrics, including Annual Recurring Revenue (ARR).
- Analytical, self-motivated, and confident in making data-informed decisions.
- Excellent verbal and written communication skills with a collaborative, solution-oriented mindset.
- Strong attention to detail and accuracy.
- Experience using CRMs (e.g., Salesforce) and quoting tools.
- Proficiency with Microsoft Excel.
- Demonstrated curiosity or hands-on experience with AI tools; whether that's using LLMs to accelerate contract review, exploring workflow automation, or simply staying ahead of how AI is reshaping enterprise operations.
Preferred Experience:
- Bachelor’s degree in Business, Economics, Finance, Law, or a related field.
- Knowledge of software revenue recognition is a plus.
Pay:
Target pay ranges based on Geographic Zones* for Level 4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $121,000 - $167,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $109,000 - $150,000**
- Zone 3: All other US locations - $103,000 - $142,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com.
Do you need a disability accommodation?
Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly.com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply.
Please notify us of any fraudulent representation by sending an email to careers@launchdarkly.com.