Senior Manager, Pricing and Deal Desk

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

📋 Description

• Act as the primary authority for non-standard pricing, discounts, and intricate deal arrangements prior to Legal/Finance approval.

• Develop and implement approval workflows and escalation processes.

• Ensure that all concessions, including waived or complimentary services, are appropriately priced or recorded as promotional credits.

• Oversee the operational rhythm, agenda, data package, and follow-up of the cross-functional Pricing Council.

• Convert Pricing Council guidance into pricing policies, discounting parameters, and approval frameworks.

• Maintain uniform pricing across all services, including managed services/SaaS and support offerings.

• Create AI-enhanced pricing tools, scenario calculators, and Monte Carlo-style simulations.

• Automate analyses of margins, discount trends, and deal outcomes.

• Develop, validate, and critically evaluate AI-generated pricing outputs.

• Collaborate with Sales and Delivery on strategically complex deals to assess cost risks prior to contract finalization.

• Measure hidden cost overlaps during client transitions.

• Differentiate revenue-driven pricing initiatives from structural or cost-related modifications for QoE and credit-agreement addback purposes.

• Maintain the integrity of pricing and quote data within SFDC/CPQ.

• Ensure that deals are appropriately categorized within the L1/L2/L3 segment/SKU reporting structure.

• Create and sustain KPI reporting concerning margins, variability in discounting, deal velocity, and tool adoption.

⛳️ Requirements

• 8–10+ years of experience in pricing, deal desk, revenue operations, or commercial finance.

• Ideally possess direct P&L or margin responsibility rather than solely support/analyst experience.

• Capable of designing approval workflows, leading cross-functional forums, and holding Sales accountable to procedures.

• Comfortable utilizing AI-driven analytics tools to develop and expand pricing models.

• Proficient in Excel for validating AI-generated outputs.

• Experience in supporting complex B2B deals, including pricing for multi-platform or transition periods.

• Strong executive presence with the ability to present to the Executive Leadership Team (ELT).

• Excellent cross-functional influence across Sales and Delivery without having direct reports.

• Preferred: experience in eDiscovery, legal technology, or pricing for managed/usage-based services.

• Preferred: direct experience with AI modeling tools such as Claude or Copilot.

• Preferred: experience with Salesforce, CPQ, or deal-desk workflow tools.

• Preferred: familiarity with QoE/credit-agreement addback treatment and reporting relevant to covenants.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Retirement savings plan with employer matching contributions.

• Opportunities for professional development and continuous learning.

• Flexible work arrangements to support work-life balance.