Director of Deal Strategy, Pricing

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop the financial framework for each platform agreement and collaborate with Finance to determine how each input is calculated.

• Collaborate with Finance, Product, and the platform team to establish pricing and packaging strategies.

• Offer early-cycle pricing guidance to sellers, including target prices, floor prices, walk-away options, and approved levers.

• Create deal structures for major agreements, encompassing deal constructs, land-and-expand strategies, multi-year ramps, and discount treatments.

• Determine frameworks for pursuit qualification and resource allocation, and provide initial pathways for technical scoping.

• Establish renewal and expansion pricing for platform accounts, considering co-terms and expansions.

• Ensure that deal pricing aligns with the directives from the CEO and pricing committee, and escalate any unresolved questions for decision-making.

• Oversee qualification, technical, and commercial evaluations for platform and custom-priced agreements.

• Keep records of decisions made for reviewed deals and verify closed deals before bookings are counted; collaborate with Finance on governance matters.

• Examine discounting strategies, price-related successes and failures, and margins by deal structure; report insights to Finance, Product, and revenue leadership.

• Assist in government pursuits by collaborating with Legal and responding to RFPs regarding pricing and commercial terms.

• Mentor sellers on deal structuring and pricing utilizing tools such as pricing calculators and DealHub quoting.

⛳️ Requirements

• Over 7 years of experience in pricing strategy, deal strategy, strategic or commercial finance, business affairs, investment banking, or corporate development.

• At least 3 years of experience managing the financial aspects of agreements exceeding $1M at a software, data, or infrastructure organization.

• Proven experience in constructing deal P&Ls and unit-economics models for usage-based, consumption, or platform products.

• Proficiency in modeling costs related to service delivery, engineering and analyst time, inference costs, margins over contract terms, and payback, while using models to influence deals.

• Experience in setting prices and designing packages that go beyond merely applying discount policies.

• Demonstrated experience collaborating with sellers on large, intricate agreements and articulating structures and trade-offs to customer procurement or finance teams.

• Financial fluency, including understanding margin floors, multi-year ramp economics, and familiarity with revenue recognition principles.

• Strong decision-making ability under deadlines; capacity to provide clear recommendations, document rationale, and defend decisions to senior sellers, Finance, and executive leadership.

• Knowledge of U.S. government contracting, including FAR-based procurement, contract vehicles, RFP processes, and prime/subcontractor relationships (preferred).

• Experience in forward-deployed engineering or embedded delivery, or at an AI-native platform company (preferred).

• Familiarity with AI or infrastructure cost modeling (preferred).

• Background in establishing a deal strategy or pricing function (preferred).

• Proficiency in CPQ tools, including DealHub, and comfort with Salesforce-governed processes (preferred).

🏝️ Benefits

• 100% fully covered medical, vision, and dental insurance for employees and their dependents.

• Generous paid time off, including all U.S. federal holidays, a winter break (12/24-12/31), 18 PTO days, and 10 sick days.

• Company bonuses available for non-revenue roles.

• Strong commitment to fostering diversity, equity, and inclusion within the workplace.

• 401k matching up to 5%.

• Fully covered life insurance (up to $100,000 coverage).

• Parental leave benefits.

• A collaborative and positive work culture.

• Unlimited opportunities for growth and learning.