Deal Desk Analyst I

About GitHub GitHub is the world’s leading platform for agentic software development — powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.

Locations In this role you can work from Remote, United States

Overview GitHub is seeking a Deal Desk Analyst to support our global sales organization by managing complex deal negotiations and acting as a strategic partner to Sales, Legal, and Finance. In this role, you’ll provide critical support in structuring deals that align with GitHub’s revenue goals, product offerings, and developer-first values.

You will play a key role in accelerating sales cycles, mitigating risk, and ensuring high-value transactions are executed efficiently and compliantly.

Responsibilities

• Act as a first-line partner AMER sales teams, supporting non-standard deal structuring, quoting, pricing approvals, and guidance on commercial terms at an enterprise-level, and multi-year SaaS deals.
• Partner with Legal, Finance, Product, and Operations to navigate non-standard deals, escalate approvals, ensure deal integrity, business alignment, and drive timely deal execution.
• Provide tactical and strategic support during contract negotiations, including pricing guidance, approval workflows, and term structuring.
• Maintain and refine the Deal Desk review process, helping to improve deal velocity while upholding risk controls and margin protection.
• Support special pricing programs, bundled offerings and strategic discounting initiatives.

Qualifications Required Qualifications:

• 2+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field

• OR Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences or related field
• OR equivalent experience.

• 1+ years experience in a Deal Desk, Sales Strategy, or Revenue Operations role supporting a high-velocity SaaS or Enterprise software sales organization
• 1+ year of experience building and analyzing pricing models for complex deal structures using Excel and/or Google Sheets.
• 1 year of supporting global sales teams, including partnering cross-functionally with Sales, Finance, Legal, and Revenue Operations to drive timely, accurate deal execution.

Preferred Qualifications:

• Proven experience managing complex deal structures, especially in enterprise software, cloud services, or developer tools.
• Familiarity with usage-based pricing, seat-based licensing, and hybrid commercial models.
• Knowledge of SaaS revenue recognition principles.
• Experience or Familiarity with Salesforce, CPQ/quote tools, and basic contract/order form requirements.
• Ironclad is a plus
• Knowledge of legal and commercial contract terms including SLAs, renewal terms, and revenue recognition considerations.

Compensation Range The base salary range for this job is USD $55,700.00 - USD $147,600.00 /Yr.

These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success

Who We Are GitHub is the world’s leading AI-powered developer platform with 150 million developers and counting. We’re also home to the biggest open-source community on earth (and 99% of the world’s software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.

Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond!). At GitHub, our goal is to create the space you need to do your best work. We’re remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are—because we know that people flourish when they can work on their own terms.

Join us, and let’s change the world, together.

EEO Statement GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!