Deal Desk Lead

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.  Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defense, and urban security. Our expertise spans 21 global offices, seven manufacturing sites and five R&D centers, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.   This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day. We are seeking an experienced Deal Desk Lead to build, standardize and scale our deal operations. In this role, you will act as the strategic bridge between Sales, Legal, Finance, Capture/Contracts, and Product teams. Because our core market is the U.S. Federal Government (USG) alongside growing business in Commercial and State, Local, and Education (SLED) sectors, you will navigate a bifurcated deal velocity environment: orchestrating complex, long-cycle government contract structures while maintaining agile, streamlined approvals for fast-moving commercial, state and local-level transactions. Responsibilities Deal Structuring & Strategy Serve as the advisory partner to sales and marketing management on complex, non-standard enterprise deals across USG, SLED, and Commercial accounts. Assist with development of pricing models, discounting frameworks, multi-year ramp structures, and custom commercial packaging that protect gross margins while accelerating time-to-close. Partner with stakeholders, including Contracts and Legal teams, to align commercial deal terms with Company policies and guidelines, public sector procurement constraints, balancing software licensing, professional services, subcontractor margins, and cloud consumption. Identify business terms in solicitations and contracts and lead negotiation of business terms in accordance with Company policy, guidelines and authorities. Public Sector Governance & Compliance Collaborate with Contracts and Legal teams and Finance to ensure deal pricing adheres to federal compliance standards, including FAR/DFARS, Commercial-Off-The-Shelf (COTS) determinations, and GSA Multiple Award Schedule (MAS) discounting/Price Reductions Clause (PRC) monitoring. Structure teaming, sub-contracting, and reseller margins across Federal Systems Integrators (FSIs) and distribution partners. Adapt contracting terms for SLED frameworks. Governance, Workflow & Deal Velocity Implement, and enforce approval matrices and escalation thresholds across Sales. Own and optimize the Quote-to-Cash (QTC) workflow within Salesforce and CPQ to reduce turnaround time on quotes and non-standard contract reviews. Manage Commercial deal review rhythms with low-friction, high-velocity workflows. Analytics & Operational Cadence Chair weekly Deal Desk review sessions; conduct win/loss pricing retrospectives and pipeline margin health checks. Track and report on core Deal Desk KPIs: average quote turnaround time, deal velocity, discounting by tier/segment, margin realization, and contract concessions. Partner with Product and FP&A to operationalize new SKU rollouts, packaging tiers, and price book adjustments across all sales channels. Education and Experience:     Education Requirements:    Bachelor’s degree required; preferred fields include business/finance, legal studies, or contract management.  Professional qualification in contract management is desirable. Technical Knowledge, Skills and Abilities:  Knowledge:  Understanding of contract law, risk management, and negotiation strategies.  Experience with federal, state and local government contracting strongly preferred.  Familiarity with contract lifecycle management tools.  Skills:  Strong contract negotiation skills, especially with complex, high-value agreements.  Excellent communication, organization, and analytical abilities.  Ability to identify risks and recommend effective mitigation strategies.  Strong attention to detail and ability to manage multiple priorities.  Experience with contract management or CRM systems is a plus.  Competencies:  Highly collaborative, able to work across diverse teams.  Skilled in stakeholder communication and relationship management.  Ability to maintain accurate, auditable commercial records.  Planning and Decision Making:  Plan and execute assigned contract activities independently.  Make timely decisions within delegated authority.  Escalate issues appropriately and work closely with legal SMEs when needed.  I mpact and Scope:  Protect the company from undue risk.  Support enhanced commercial outcomes, including revenue, margin, and operational efficiency.  Key Internal and External Relationships:  VP of Sales  Legal Counsel and Contract Specialists  Sales Teams  Aftermarket Teams  Procurement  Finance  Customer and Supplier Representatives  Required Experience 5–8+ years of direct experience in Deal Desk, Sales Operations, Revenue Operations, or Commercial/Federal Contracts, ideally within enterprise B2B and/or B2G sales, IT hardware, or hybrid solution environments. Deep familiarity with USG procurement vehicles and regulations: Solid operational understanding of GSA schedules, GWACs/IDIQs, FAR/DFARS compliance impacts on commercial pricing, and channel partner margins. Hands-on experience with SLED purchasing: Understanding of state procurement codes, cooperative contracts and fiscal budget timing. Commercial SaaS fluency: Working knowledge of SaaS revenue recognition principles (ASC 606), ARR/A