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Deal Desk Lead
About the position
The Head, Deal Desk is a senior member of BoxHouse's revenue function, responsible for the underwriting rigor, pricing discipline, and market prioritization that underpin every deal the company signs. This role sets and maintains underwriting standards, owns pricing strategy across product lines and channels, and leads the market research that determines where BoxHouse focuses its go-to-market investment. The Deal Desk prepares and approves deal packets for review and approval by the Deal Approval Committee, ensuring transactions that reach leadership are accurately underwritten, complete, and consistently presented. This role also serves as a close partner to the CRO, supporting CRO-level initiatives and relationships, and manages a team of analysts who support the underwriting, logistics, and operations work that enables the sales organization.
Responsibilities
- Set and maintain BoxHouse's underwriting standards across all deal types, ensuring consistency in how risk, margin, and delivery feasibility are evaluated.
- Review and approve deal packets for completeness and accuracy prior to review by the Deal Approval Committee, including underwriting analysis, pricing rationale, and risk assessment.
- Serve as gatekeeper for deal quality, flagging structural, financial, or operational risks before deals reach the approval stage.
- Continuously improve underwriting criteria based on deal outcomes, portfolio performance, and evolving market conditions.
- Set and own pricing across product lines, verticals, and deal structures, balancing competitiveness with margin discipline.
- Develop pricing frameworks for custom, volume, and framework agreements, including leasing versus direct-sale structures.
- Monitor market and competitive pricing dynamics, adjusting strategy as needed in coordination with the CRO.
- Lead market research to identify and prioritize the markets and verticals where BoxHouse should focus go-to-market investment – coordinating with CRO and head of product.
- Translate research into actionable prioritization frameworks for the sales organization, informing where Industry Sales Leads focus their efforts.
- Track market trends, regulatory shifts, and competitive movement that could affect demand or pricing across target verticals.
- Act as a close partner to the CRO, supporting CRO-level initiatives, board and investor materials, and key external relationships as needed.
- Manage a team of analysts responsible for underwriting support, logistics coordination, and operations work that enables the sales organization.
- Set team priorities, review analyst work product for quality and consistency, and develop team members' underwriting and analytical capabilities.
- Build scalable processes and tools (templates, models, checklists) that improve deal desk throughput as deal volume grows.
Requirements
- 6–12+ years of experience in deal desk, underwriting, revenue operations, corporate development, or a related finance/strategy function, ideally within real estate, infrastructure, or manufactured/modular housing.
- Demonstrated experience setting underwriting standards and/or pricing strategy in a B2B or institutional sales environment.
- Experience preparing materials for and presenting to a deal or investment approval committee.
- Prior people management experience, ideally leading analyst-level teams in a fast-paced, deal-driven environment.
- Strong financial modeling and market research skills, with fluency in Excel and deal analysis tools.
- Bachelor's degree required
- Willingness to travel occasionally for CRO initiatives, market research, or key relationship meetings.
Nice-to-haves
- Experience partnering directly with a CRO, CFO, or other senior revenue/finance executive on strategic initiatives is a plus.
- MBA or related advanced degree preferred.
