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ServiceNow, Inc. Deal Desk Specialist in Waltham, Massachusetts

ServiceNow is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®

We're looking for people who are ready to roll up their sleeves and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.

Learn more on Life at Now blog ( and hear from our employees ( about their experiences working at ServiceNow.


ServiceNow is currently seeking a highly driven Deal Desk Specialist to join our America’s Deal Desk team. This team is responsible for actively working with sales, legal, revenue and other cross functional teams for deal structuring and commercial terms for complex, non-standard transactions.


This individual contributor role is a true value-add partner and considered a business liaison to the field sales organization for complex, non-standard deals.

What you get to do in this role:

· Be a trusted advisor to the America’s sales team, collaborating on pricing, product, and commercial terms for complex, non-standard transactions

· Actively participate in deal reviews with prospects, sales teams, and management

· Serve as an escalation point and provide approvals to help move deals forward

· Cultivate internal relationships with all levels of the sales organization

· Work as a liaison between multiple groups, such as revenue, sales ops, legal, pricing, to help facilitate the deal process

· Apply accounting principles to draft and review contract language and deal structures to ensure revenue recognition treatment will be most advantageous to the company

· Advise to ensure that resolution of customer satisfaction issues are acceptable under company policies

· Advise to ensure contract pricing represent a fair value of exchange for both ServiceNow and customers

· Work as a liaison between multiple groups, such as revenue, sales ops, legal, pricing, to help facilitate the deal process

· Identify and make recommendations for process improvements; assist or drive implementation on projects such as CPQ implementation

· Collaborate and share best practices across geographies/regions

· Ad hoc responsibilities as needed to support the sales & finance teams

In order to be successful in this role, we need someone who has:

· 3+ years of experience in a deal desk, finance, contracts, sales operations, or revenue accounting role; software/SaaS experience an advantage

· BS, MBA Business Administration, or CPA

· Understanding of revenue recognition accounting principles and US GAAP

· A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles

· Strong business acumen with excellent communication skills – verbal and written

· Ability to read, interpret, and draft business terms and conditions

· Strong logic and analytical abilities


ServiceNow 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 +1 (408) 501-8550 (tel:(408)%20501-8550) , or for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.