Deal Operations Strategist

Overview

This role serves as the deal desk and pricing expert for the organization’s North American sales team. You’ll own pricing strategy and deal structuring for complex, high-priority customers, partnering with internal stakeholders to secure non-standard terms and building processes that help deals move faster.

Responsibilities

• Own pricing and deal structure for complex enterprise deals, advising sales on commercials and trade-offs in real time to keep opportunities moving toward close.
• Collaborate with engineering to maintain and evolve the Configure Price Quote (CPQ) tool.
• Translate customer requirements into deal structures that work commercially and operationally, knowing where to flex and where to hold firm.
• Navigate internal complexity by aligning Finance, Legal, Product, and leadership so deals do not stall on process.
• Partner with Finance to build deal-level P&L models and communicate pricing trends to the business to inform strategic pricing decisions at the leadership level.
• Develop and maintain pricing frameworks, discount guardrails, and approval policies that scale with the business.
• Build analytics and feedback loops to identify where deals slow down and why, then drive improvements.

Requirements

• Hands-on experience configuring and maintaining CPQ rulesets, price books, and approval workflows.
• Experience in finance or deal pricing, or experience within investment banking or management consulting.
• Excellent financial modeling skills, along with strong verbal and written communication.
• Proven track record of process optimization or automation.
• Ability to make value judgments that balance business, financial, and legal priorities.

Preferred Qualifications

• Knowledge of AI/ML industry pricing models and the competitive landscape.
• Experience scaling deal desk processes in a high-growth environment.

Compensation & Benefits

• Annual discretionary stipend for learning & development.
• Annual discretionary stipend for social travel to meet up with colleagues each year, with flexibility in how you choose to use it.
• Annual company offsite (past offsites have included Croatia and Italy).
• Monthly co-working stipend if you’re not located near one of the main hubs.

Location

Remote-first. This role can be executed from anywhere in the United States; however, the ability to operate in EST, CST, or PST timezones is required.

Equal Opportunity

The employer is an equal opportunity employer and does not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability, or other legally protected statuses.