Overview
This remote role supports the “high value” enterprise deal lifecycle for the organization’s most strategic accounts and complex transactions. The position reports to the Manager of the Strategic Sales segment in Deal Desk AMER.
Interviews and onboarding are conducted virtually. Hiring can be supported in any country where the organization has a legal entity.
Responsibilities
- Own strategic deal structuring and modeling to balance customer outcomes with commercial, risk, and revenue goals.
- Provide high-impact deal advisory support to sales, finance, and legal, shaping deal approach, scenario modeling, and trade-off frameworks for complex opportunities.
- Develop expertise in commercial capabilities and methodologies, including quoting, pricing models, product and packaging strategy, commercial term structures, contracts, and related systems and tooling.
- Build trusted advisor relationships with Account Executives, sales leaders, and other stakeholders, guiding them through deal options, trade-offs, and negotiation strategies.
- Participate in cross-functional initiatives to enhance deal strategy and lead-to-cash processes (e.g., scalable contracting patterns, playbooks for strategic deal types, deal review forums).
- Operationalize new products and packaging/pricing changes in partnership with product management, business strategy, and revenue operations to ensure deals are “deal-ready” for the field.
- Ensure client-facing commercial documents and proposals align with internal policies and external regulations (e.g., GDPR, revenue recognition, SOX) while enabling pragmatic, customer-centric solutions.
- Mentor and coach junior team members to elevate the team’s capability in deal structuring, modeling, and stakeholder management.
Requirements
- At least five years of experience at a B2B SaaS company in Deal Desk, Deal Strategy, Enterprise Deal Management, or Revenue Operations, focused on complex, non-standard / strategic deals.
- Demonstrated experience directly supporting sales on deal shaping/structuring, terms negotiations, financial modeling, and risk optimization on large, complex contracts.
- Proven track record working with senior sales, finance, and legal stakeholders to drive alignment on deal strategy, trade-offs, and approval paths.
- Experience developing and scaling playbooks (contractual conditions, financial concessions, commercial guardrails, and operational considerations) for strategic or high-value customer motions.
- BS/BA in Business, Economics, Finance, Operations or a related discipline.
- Knowledge of CPQ/QTC technology solutions and core GTM systems including Salesforce, Oracle Fusion, NetSuite, JIRA, Confluence, DocuSign, and Cloud marketplaces.
- Experience establishing and operating governance practices for strategic deal reviews, including deal structure assessments, risk-adjusted return evaluations, and executive/functional stakeholder alignment.
- Proficient in Excel, including building and interpreting contract pricing and scenario models (e.g., ramps, dual licensing, multi-year constructs, complex discounting).
- Ability to distinguish and prioritize strategic work over purely operational tasks, and to design processes or enablement that reduce reliance on ad-hoc operational support.
Compensation & Benefits
The organization strives to design equitable, explainable, and competitive compensation programs and follows consistent hiring practices to set base pay within the applicable range based on skills, knowledge, and experience.
This role may also be eligible for benefits, bonuses, commissions, and equity.
Pay Ranges (Americas)
Base pay ranges for new hires in each geographic pay zone:
- Zone A: $152,100 - $198,575
- Zone B: $136,890 - $178,718
- Zone C: $126,900 - $165,675
Location
Remote position. Hiring can be supported in any country where the organization has a legal entity. Base pay ranges provided for The Americas across three geographic pay zones. Please confirm the zone for your specific location with your recruiter.
Benefits & Perks
Benefits include health and wellbeing resources and paid volunteer days, plus additional offerings to support you and your family and engagement with your local community.
Additional Information
- Accommodations or adjustments may be provided at any stage of the recruitment process.
- Identity verification (which may include use of biometric data) is a condition of employment for employment fraud purposes.
- The organization does not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital, veteran, or disability status; all information is kept confidential according to EEO guidelines.