About this Deal Desk Lead role at ESW
ESW · Hybrid · Dublin, Ireland
The Opportunity
ESW is seeking a Deal Desk Lead to own and continuously improve our Deal Desk governance framework, ensuring commercial proposals are structured consistently, approvals are timely and auditable, and complex opportunities are evaluated with clear analysis and sound commercial judgement.
This role partners closely with Sales, Finance, Product, Solution Engineering, Legal, and other cross-functional stakeholders to bring structure, discipline, and transparency to deal approvals. The Deal Desk Lead will challenge assumptions, clarify trade-offs, coordinate stakeholder input, and help ensure approved deals are commercially sound, operationally deliverable, and aligned with ESW’s pricing and governance standards. This is a senior individual contributor role requiring strong commercial acumen, analytical capability, and the ability to influence stakeholders across the business without direct line management responsibility.
This is a hybrid role and based from our office at North Wall Quay, Dublin 1.
What You'll Own
- Own, operate, and continuously improve ESW’s Deal Desk governance framework, ensuring approvals are consistent, appropriately authorized, clearly documented, and easy for stakeholders to navigate.
- Review commercial proposals and business cases to ensure pricing, terms, assumptions, risks, and non-standard requirements are fully understood before approval decisions are made.
- Exercise delegated authority within agreed parameters and coordinate escalation of exceptions to the appropriate approvers.
- Maintain and update approval thresholds, approval matrices, and Deal Desk operating guidance, recommending improvements where process gaps or recurring exceptions emerge.
- Partner with Sales and Solution Engineering on complex or strategically important opportunities, helping structure proposals within ESW’s approved commercial framework.
- Coordinate cross-functional input from Finance, Product, Legal, and other subject matter experts, ensuring assumptions, dependencies, and ownership are clear.
- Evaluate pricing scenarios, margin impact, commercial trade-offs, and material deal risks to support informed negotiation and approval decisions.
- Support Sales in developing commercially credible proposals while maintaining clear ownership of customer negotiations and sales strategy within the Sales organization.
- Model commercial scenarios using cost and pricing inputs to support deal evaluation and client-facing forecasting, developing proficiency in ESW’s forecasting and customer review tools.
- Work with Finance, Product, and relevant stakeholders to define and maintain pricing standards, commercial guardrails, and clear definitions of standard services, chargeable add-ons, and non-standard requirements.
- Partner with Finance and Product teams on pricing models for new products and services, ensuring they can be applied effectively within the Deal Desk process.
- Identify areas where unclear, inconsistent, or missing pricing creates deal friction and drive scalable improvements through stakeholder alignment.
- Ensure contracts, order forms, and commercial handovers align with approved deal structures and that assumptions and obligations are communicated effectively to downstream teams, including Legal, Delivery, and Customer Success.
- Partner with RevOps and Enablement teams to embed approved Deal Desk standards into Salesforce, reporting, onboarding, and sales guidance.
- Monitor Deal Desk performance, approval turnaround times, commercial trends, and recurring rework, providing insights and recommendations to commercial leadership and coordinating agreed improvement initiatives through implementation.
What We're Looking For
- 5+ years of experience in Deal Desk, Commercial Operations, Sales Finance, Pricing, or a similar commercial governance role.
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Degree in Business, Finance, Economics, or a related discipline is desirable.
- Experience owning or significantly improving deal approval frameworks, commercial guardrails, and cross-functional governance processes.
- Strong commercial judgement with the ability to evaluate pricing, margin, contractual terms, commercial risk, and operational implications.
- Ability to challenge proposals constructively, influence senior stakeholders, and uphold agreed governance standards.
- Advanced Excel skills with experience modelling commercial scenarios using cost and pricing inputs and translating findings into clear recommendations.
- Strong analytical, organizational, and stakeholder management skills.
- Ability to work effectively across cross-functional teams in a fast-paced environment.
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Experience supporting pricing frameworks and commercial governance in a global or high-growth technology environment is desirable.
About ESW
Our purpose is simple: to create moments that matter between people and the brands they cherish. We enable brands to expand their global reach, facilitating simple and seamless ecommerce experiences for consumers worldwide. Through our integration solutions, we deliver a complete international checkout experience, including local duties, taxes, fulfilment, delivery management, and global returns and payment processing capabilities.
Guided by our values - Own It, Champion Simplicity, Win as One, and Debate then Commit—we strive to foster innovation, accountability, and teamwork, creating solutions that inspire trust and drive impactful results.
Why join us
- Competitive salary and benefits: Your financial well being is important to us. Join ESW and experience the satisfaction of being rewarded for your hard work, dedication and commitment.
- Professional and personal development: Find your spark and leave your mark. We will ensure your talent is nurtured and cultivated for growth and success throughout your career with ESW.
- Hybrid Working: Our Hybrid Working Model empowers you to embrace the flexibility of hybrid working and enjoy the best of office and remote work.
- Diversity, Belonging & Inclusion: When we win, we win together. You'll be part of a culture that values every individual for who they are, fostering an environment where uniqueness is encouraged.
ESW is an equal opportunity employer, and we’re proud of our ongoing efforts to foster diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at ESW are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law.
If you require any reasonable accommodations or adjustments throughout the hiring process, please let us know. We are dedicated to ensuring equal access and opportunity for all candidates.
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