Job Description

**If you’re interested in joining the Druva family in a future Deal Desk Analyst role in Santa Clara, please join our talent community. Submit your resume below, and a recruiter will review and reach out when we have an opportunity arise that matches your skillset & interests. This post is not in reference to a currently open position, but rather in anticipation of future business need.**

About Druva

Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.

Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world.

Visit druva.com and follow us on LinkedIn, X and Facebook

What we would be looking for in the future when a Deal Desk Analyst position opens up:

Role Purpose & Impact:

We are looking for an energized Deal Desk Analyst to help support our global field sales teams in building pricing proposals and deal structures that provide the optimum balance between the right commercial terms for our customers and the best results for Druva. As a key member of the Deal Desk team, this position will interact with colleagues across Sales, Sales Ops, Finance, Pricing, Order Management, Revenue Ops, and Legal. This individual will help drive standardization and business process improvements that result in increased efficiency and sales velocity as Druva continues to scale and grow.

What You'll Do:

• Partner with sales teams to structure complex deals, providing guidance that balances profitability with strategic goals and deal velocity.
• Drive continuous improvement by streamlining approval workflows, fixing process gaps, and leveraging AI tools to automate routine tasks and unlock data-driven insights.
• Translate deal data into actionable intelligence, preparing key reports on renewal metrics, partner incentives, and performance trends to influence leadership strategy.
• Collaborate cross-functionally with Revenue Operations, Legal, Finance, and Product teams to maintain robust compliance and scalable approval processes.
• Develop and maintain documentation to support internal and external processes, ensuring team efficiency and knowledge sharing.
• Tackle ad-hoc analysis and strategic initiatives to support the scaling needs of the business.

What Makes You a Great Fit:

• 2–3 years of experience in Deal Desk, Sales Ops, Finance, or Revenue Operations, preferably within the SaaS or enterprise software sector.
• Bachelor’s degree in Business, Finance, Economics, or a quantitative field.
• Proficiency in Salesforce (SFDC) and advanced Excel modeling (pivot tables, complex formulas, and scenario analysis).
• Deep understanding of SaaS business metrics (ACV, ARR, Churn, Net Retention, ARPU) and their impact on deal profitability.
• Proven ability to influence cross-functional stakeholders (Legal, Sales, Finance, Product) and build productive working relationships.
• Strong project management skills, with the ability to prioritize and execute multiple initiatives under tight deadlines.
• A strategic mindset for process improvement and a track record of using AI tools to automate workflows and drive efficiency.

What Success Looks Like

Success in this role means acting as a high-velocity, strategic engine for sales while safeguarding profitability as Druva scales. You win by partnering with sales teams to architect creative, cross-functionally aligned deal structures that accelerate sales cycles without sacrificing margin. Beyond managing daily deal flow, you drive process transformation by leveraging Salesforce, advanced Excel modeling, and AI automation to eliminate workflow friction and deliver data-driven insights. Ultimately, you serve as a trusted bridge across Sales, Legal, Finance, and RevOps, maintaining flawless compliance while empowering the team to close larger SaaS deals faster.

Why You’ll Love Working Here

Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.

If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.

The Role & The Team:

We are looking for an energized Deal Desk Analyst to help support our global field sales teams in building pricing proposals and deal structures that provide the optimum balance between the right commercial terms for our customers and the best results for Druva. As a key member of the Deal Desk team, this position will interact with colleagues across Sales, Sales Ops, Finance, Pricing, Order Management, Revenue Ops, and Legal. This individual will help drive standardization and business process improvements that result in increased efficiency and sales velocity as Druva continues to scale and grow.

What You Will Do:

• Review proposals / quotes and provide Sales with deal structure and pricing guidance to optimize profitability, meet strategic corporate goals, and accelerate deal closure.
• Review and analyze deal trends. Present findings and recommendations to leadership to adjust deal strategies to align with company’s pricing strategy and strategic direction
• Identify options to enhance and streamline systems and processes (e.g. bugs and gaps that could be automated) and work with relevant teams to have them fixed.
• Ensure proper approvals are obtained pertaining to deal structure such as discounts, payment terms, and special licensing terms.
• Work with Revenue Operations, Legal, Finance, and Product teams to build out robust approvals processes in Salesforce and ensure compliance and controls
• Prepare Renewal Reports that provide insight into metrics such as ARPU and GM% that maximize the Renewal team will use during renewal cycles
• Manage strategic partner incentive programs and setup standard reporting and analysis to support programs
• Prepare and maintain existing documentation around the Deal Desk’s internal and external processes
• Assist with ad hoc analyses as needed

What We Are Looking For:

• 2-3 years of experience, preferably in Deal Desk, Sales Ops, Finance, Pricing or Operations with preference for enterprise software or SaaS businesses
• BS/BA in Business, Finance, Accounting, Economics, or quantitative field
• Strong relationship building, collaboration, communication, and presentation skills
• Advanced Microsoft Excel skills with the ability to analyze large amounts of data and derive insights; experience with building complex financial models or scenario analysis is a plus
• SFDC experience required
• Understanding of SaaS / subscription model business metrics & drivers such as ACV, TCV, renewal rates, churn, ARR, net retention, & ARPU
• Ability to understand detailed pricing models and strategies.
• Ability to work well with cross functional teams (Sales, Sales Ops, Finance, Pricing, Order Management, Revenue Ops, and Legal) and influence as well as build relationships with these teams.
• Strong prioritization skills with ability to manage multiple projects simultaneously under changing conditions and tight deadlines
• Experience developing and/or improving processes with desire to influence change across the organization

This post is not in reference to a currently open position. However, if this position were to open, it would align with the compensation information below.

What We Offer

The pay range for this position is expected to be between $112,000 and $157,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

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Druva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at recruiting_us@druva.com

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