Director, Deal Desk

Welcome to the future of cloud networking and security! Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeam, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028. This is your opportunity to get on the rocket ship and join a company that is building a cutting-edge enterprise network and secure cloud platform, and is on a fast track to becoming the worldwide market leader – don’t miss it! Cato Networks is seeking a strategic, hands-on Director, Global Deal Desk to lead the global Deal Desk function. You will own the operating model, governance, and execution for complex commercial opportunities—enabling Sales to move quickly while preserving commercial discipline, margin, and long-term customer value. This role is central to scaling predictable and efficient revenue growth across regions and routes to market. You will lead and develop a high-performing team, and partner closely with Sales, Revenue Operations, Finance, Legal, Product, Customer Success, IS, and executive leadership. The ideal candidate combines deep enterprise SaaS deal experience with strong commercial judgment, operational rigor, and the ability to influence senior stakeholders in a fast-paced global organization. What you’ll do: • Lead the global Deal Desk function, including team strategy, staffing, coaching, performance management, and career development. • Define and continuously improve scalable deal governance, approval frameworks, commercial policies, and escalation paths for direct and channel business. • Serve as a senior business partner on complex, strategic, and non-standard transactions, balancing customer needs, revenue objectives, commercial risk, and margin. • Partner with Sales leadership, Finance, Legal, Revenue Operations, Product, Customer Success, and IS to align deal structures, pricing, terms, and execution plans. • Help shape commercial strategy for key opportunities, including pricing, discounting, payment terms, multi-year structures, and channel arrangements. • Identify friction across the deal lifecycle and improve processes, tools, workflows, and cross-functional handoffs to shorten cycle time and increase predictability. • Own Deal Desk metrics and executive reporting, including deal velocity, approval quality, discounting trends, margin, forecast impact, and process adoption. • Set standards for quote-to-cash quality and disciplined use of Salesforce, CPQ, and related revenue systems. • Lead enablement, change management, and communications for new commercial policies, tools, and operating practices across the global sales organization. • Build trusted relationships with regional sales leaders and act as a decisive escalation point for high-impact commercial decisions. • Drive AI automation and process-improvement initiatives that reduce manual work, improve data quality, and support better commercial decisions. What you’ll bring: • 10+ years of experience in Deal Desk, Sales Operations, Revenue Operations, Commercial Operations, or related leadership roles, ideally in a high-growth SaaS or cybersecurity company. • Proven people-management experience, including building and developing global or distributed teams and scalable operating models. • Deep experience structuring and governing complex enterprise SaaS transactions, including pricing, discounting, contract terms, approvals, and cross-functional risk assessment. • Strong understanding of direct and channel sales motions, quote-to-cash processes, and commercial governance. • Excellent commercial judgment, with the ability to influence senior stakeholders while applying clear and consistent policies. • Expertise with Salesforce and CPQ tools; experience with revenue systems, workflow tools, analytics, and automation platforms. • Exceptional analytical skills and the ability to turn deal and sales data into clear recommendations and executive-level insights. • Strong program-management skills, with the ability to prioritize competing initiatives and drive adoption across a global organization. • Excellent written and verbal communication skills in English, with the ability to work effectively across functions, geographies, and seniority levels. • Highly organized, detail-oriented, adaptable, and comfortable making decisions in a fast-paced environment. • Bachelor’s degree or equivalent practical experience; an advanced degree is a plus.