Overview
This role involves serving as a Strategic Deal Desk & Pricing Analyst focused on driving revenue growth and optimizing deal structures within the AMER region. The position requires collaboration with Sales, Finance, Legal, and Operations teams to ensure deals align with company goals, maximize profitability, and mitigate risks. The analyst will report to the Manager of AMER Deal Desk and contribute directly to go-to-market operations.
Responsibilities
Deal Structuring and Pricing:
- Collaborate with Sales to develop optimal deal structures considering customer needs, competitive landscape, and strategic objectives.
- Analyze pricing models, discount strategies, and contract terms to ensure alignment with pricing guidelines and profitability targets.
- Recommend pricing adjustments, discounts, and terms balancing revenue goals with competitive positioning.
- Serve as a subject matter expert on complex or non-standard deal requests, special pricing, approval policies, commercial terms, and sales escalations.
Revenue Optimization:
- Perform financial analysis of proposed deals to assess impact on revenue, margins, and cash flow.
- Partner with Sales to identify risks and opportunities related to deal negotiation and revenue recognition.
Quoting and Approval Processes:
- Manage end-to-end deal approval processes ensuring compliance with internal policies.
- Assist in preparing non-standard quotes and review deal quotes, proposals, and contracts for accuracy.
- Collaborate with Legal and Finance to review contractual terms for compliance and risk mitigation.
Deal Governance and Documentation:
- Maintain organized records of deal documentation including contracts and amendments.
- Develop and update deal playbooks, templates, and guidelines to streamline deal creation and approvals.
- Provide guidance and training to Sales on advanced deal desk processes, pricing guidelines, and contract terms.
Cross-functional Collaboration:
- Work closely with Sales, Finance, Legal, and Operations to resolve deal-related issues and provide expert guidance.
- Collaborate with Sales Enablement to deliver training and support on deal desk processes and tools.
Process Improvement:
- Continuously evaluate and recommend improvements to deal desk processes, tools, and workflows for efficiency and scalability.
Requirements
- Bachelor's degree in Business, Finance, Management, or related field.
- 3-5 years of experience in a Deal Desk or Pricing Analyst role supporting a global SaaS sales team.
- Proven negotiation, analytical, and critical thinking skills handling complex deals with multiple variables.
- Experience reviewing, drafting, or responding to non-standard contractual commercial terms.
- CRM experience, preferably Salesforce CPQ.
- Strong analytical skills with ability to compile and analyze financial data to provide actionable insights.
- Proficiency in G-Suite and Microsoft Office, especially advanced spreadsheet skills (Excel/Google Sheets).
- Ability to develop creative deal constructs with solid recommendations considering risk and revenue recognition.
Preferred Qualifications
- Ability to thrive in a fast-paced environment.
- Proactive execution with sound business judgment and strategic focus.
- Excellent communication skills with meticulous attention to detail across all management levels.
- Self-motivated with experience managing complex tasks.
- Collaborative mindset to identify and propose solutions for system gaps and process improvements.
- Growth mindset with ability to navigate ambiguity.
- Understanding of the sales professional’s role.
Compensation & Benefits
- Base salary range: $115,000 - $135,000, plus bonus and restricted stock units (RSUs).
- Salary offered will consider skills, qualifications, location, experience, and business needs.
- Health care including medical, dental, and vision insurance.
- 401(k) plan with employer contribution.
Location
This role supports the AMER region. Specific location details were not provided.