Job Description
**Director, Pursuit & Capture** **Job Summary:** Lead the strategic direction for the Pursuit & Capture organization, driving commercial models to maximize company advantage and account success. **Job Description:** As a key member of the Sales Operations group, the Director, Pursuit & Capture sets the tone for the organization's pursuit and capture efforts. This role requires a strong understanding of commercial models and the ability to develop and implement strategies that drive revenue growth and account success. **Key Responsibilities:** * Develop and implement commercial structures and deal synopses to facilitate C-level deal approval and support * Collaborate with executives and directors to shape opportunities and guide execution * Lead and support analysts in applying commercial structures and developing deal synopses * Refine and tune the deal-review process to address non-standard requests and standard transactional requests * Establish metrics for team and colleague performance, using analytics to drive continuous improvement and greater achievement * Partner with stakeholders, including Sales, Finance, and Legal, to align deal strategy and approach * Develop and document workflow, internal controls, and procedures for deal development and approval * Work closely with the field teams to gather deal information, assess requirements, and provide support in structuring complex deals * Demonstrate operational excellence, advancing processes and system requirements to provide an elevated experience for colleagues and customers **Requirements:** * Bachelor's or Master's degree in a relevant discipline or equivalent combination of education and work-related experience * 15+ years of combined experience in Deal Desk, Finance, Sales, Sales Operations, Revenue Operations or equivalent roles * Financial acumen, ability to translate corporate financial goals into consistent deal support strategy * Excellent communication and public-speaking skills, with the ability to interact with colleagues at every level and across every business line * Extensive experience in leveraging systems for analysis and synthesis, creating actionable insights and establishing metrics and recurring reporting * Demonstrated experience in complex deal development spanning a large enterprise operation * Ability to hire, manage, and develop talent and lead a high-performing team **About Bentley Systems:** Bentley Systems is the infrastructure engineering software company. We provide innovative software to advance the world's infrastructure - sustaining both the global economy and environment. Our industry-leading software solutions are used by professionals and organizations of every size, for the design, construction, and operations of roads and bridges, rail and transit, water and wastewater, public works and utilities, buildings and campuses, mining, and industrial facilities.