Who you are

• 15+ years of experience, with a combination of management consulting, GTM strategy, and direct sales within the software industry
• 10+ years of consultative direct sales experience with Enterprise accounts, preferably selling SaaS
• 5+ years in a leadership or sales leadership role, with a demonstrated track record of coaching and mentoring high-performing teams
• 2+ years of experience in large deals, corporate strategy, or business development, with a focus on complex transactions like M&A, IP acquisition, or revenue share models
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
• Demonstrated success in shaping and qualifying large, transformational enterprise transactions in complex stakeholder environments
• Experience in leveraging or critically thinking about how to integrate AI into work processes and decision-making
• Exceptional executive presence, communication, and influencing skills
• A strategic thinker with a bias for structure, clarity, and process
• Strong analytical and financial skills with the ability to clarify complex opportunities and risks
• A confident facilitator who builds trust with executives and cross-functional teams
• Energized by ambiguity and comfortable with handing off deals without full lifecycle ownership
• Ability to work effectively in a matrixed, multi-geo environment
• A continuous improvement and growth mindset
• Proven ability to build strong networks within teams, among peers, with clients, and with executive leadership

What the job involves

• The AVP, Global Complex & Large Deal Development Leader will be a key leader in driving the company's long-term revenue growth through strategic, large-scale transactions
• This role is responsible for the entire lifecycle of high-potential deals, from early-stage identification and strategic shaping to the smooth handoff to the execution team
• You will lead a global team and partner with key stakeholders across the organization, ensuring every deal is strategically sound and positioned for success
• Lead and inspire a global team focused on complex and large deal strategy, development, and velocity
• Drive demand for large and complex deals by identifying, shaping, and qualifying high-potential opportunities 12-18+ months out
• Act as a central hub for cross-functional collaboration during the early pursuit phase, aligning on strategic sales messaging with teams such as Corporate Development, Strategic Finance, and Field Planning
• Partner with the Office of the CEO, Corporate Strategy, and other key business functions to develop transformational deals
• Active participation in C-Suite Engagements, Executive Briefing Center presentations, and ongoing client facing activities helping to shape customer initiatives
• Orchestrate pipeline resources down to the area/geo levels to ensure effective monthly maturity and alignment across regions
• Establish clear, documented deal qualification criteria, including sponsorship, budget, and risk posture
• Ensure a seamless transition to the execution team, providing a comprehensive deal profile and clear context without duplicating ownership
• Contribute to the creation of mega deal development playbooks and qualification frameworks to enable scalability and repeatability across the organization
• Lead demand generation activities, collaborating with geo stakeholders to ensure consistency and alignment

Benefits

• Commuter benefits
• Annual learning stipends
• Work from home opportunities
• Generous family leave
• Matched donations
• Flexible PTO
• 401(k) matching
• Paid volunteer time