Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers those blending manual, automation, and AI skills to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than
30,000 teams across 80+ countries
, many of which are in the Fortune Global 500
. Katalon has been named a G2 Leader
in software testing for 11 consecutive quarters and a Great Place to Work
for three consecutive years. About the Role
We are seeking a Senior Deal Desk Specialist
to lead complex deal structuring, pricing governance, and cross-functional execution across our Quote-to-Cash (Q2C) lifecycle. This role sits at the intersection of Sales, Legal, Finance, and RevOps and plays a critical part in enabling high-quality, scalable deal execution. You ll be responsible for managing non-standard pricing workflows, ensuring contract and commercial compliance, coordinating quote approvals, validating ARR bookings, and streamlining our vendor onboarding and quote automation processes. If youre passionate about solving cross-functional deal challenges, improving efficiency through automation, and being a trusted advisor to Sales, this role is for you.
Key Responsibilities
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Deal Structuring & Commercial Governance
- Lead non-standard pricing review and approval workflows across Sales, Finance, and Legal.
- Ensure pricing decisions comply with internal policies, margin thresholds, and revenue recognition standards.
- Act as a strategic advisor on deal constructs to optimize for both speed and profitability.
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Contract & Compliance Oversight
- Own the commercial compliance review of all contracts to ensure alignment with approved terms, discounts, and deal structures.
- Partner with Legal and Finance to ensure all executed agreements meet internal audit, SOX, and revenue requirements.
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Quote-to-Order Execution & Support
- Support end-to-end Q2C execution including quote creation, amendment handling, and order form accuracy in CPQ/CRM.
- Collaborate with Sales, RevOps, and Deal Desk stakeholders to resolve bottlenecks and enable timely order processing.
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ARR Booking Validation & Reporting
- Own ARR booking reconciliation between Salesforce and Power BI, ensuring accuracy of reported figures.
- Flag discrepancies and work cross-functionally to maintain booking data integrity and alignment with revenue policy.
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Vendor Onboarding & Documentation
- Serve as the point of contact for coordinating new vendor onboarding, ensuring all necessary documentation is complete and compliant.
- Maintain a clear repository of vendor engagement records and approvals for audit readiness.
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Process Automation & Optimization
- Drive initiatives around quote automation, approval routing, and workflow logic to reduce manual intervention and deal cycle time.
- Partner with Systems and RevOps teams to identify and implement scalable improvements to Q2C systems and tooling.
Success Metrics
- Improved average deal cycle time for complex approvals
- Reduced manual booking discrepancies (Salesforce vs. Power BI)
- Higher sales satisfaction with Deal Desk responsiveness and guidance
Qualifications
- Bachelor s degree in Business, Finance, or a related field
- 3 4 years of experience in Deal Desk, Sales Operations, or Revenue Operations within a SaaS or tech environment
- Stron
