Deal Strategy Analyst

Role Overview

• Review deal submissions from EMEA AE/CSMs for compliance with pricing policy, discount schedules, and approval thresholds — approving standard deals and routing exceptions to senior reviewers
• Support modelling of multi-year, multi-product deals — building ARR, TCV, and per-seat/platform fee scenarios under the guidance of senior team members
• Spot common commercial risks in deal structures and flag them to senior team members or the Manager for review
• Triage exception requests, gather supporting context from the AE/CSM, and prepare them for review by senior team members with clear documentation
• Manage deal data integrity in Salesforce — ensuring opportunity records, pricing fields, and approval audit trails are accurate and complete
• Work within DealHub (CPQ) to validate deal configurations, flag misconfigurations, and escalate system issues during the deal review workflow
• Support ARR and revenue recognition hygiene by flagging deal structures that may create recognition complexity for senior review
• Assist with maintaining Deal Desk playbooks, floor pricing references, and discount schedule documentation
• Act as a first point of contact for EMEA AE/CSMs on standard commercial queries and deal submission questions, escalating senior or complex requests as needed
• Coordinate with Finance and Legal on routine deal questions, escalating non-standard commercial terms or booking issues to senior team members
• Communicate approval decisions clearly — explaining the why, not just the outcome, and building AE/CSM trust through consistency and speed
• Manage inbound deal desk cases from the EMEA field — triaging requests from AE/CSMs via the shared deal desk mailbox, tracking case status, and ensuring SLAs are met for standard submissions
• Maintain deal log accuracy, hit SLAs consistently, and surface observations on recurring approval patterns to the Manager
• Flag recurring exceptions to the Director that may signal a gap in the approval framework
• Help roll out new commercial policies into the EMEA field by maintaining documentation and supporting enablement sessions

Requirements

• At least 2 years of experience in a Deal Desk, Sales Operations, Revenue Operations, or commercial finance role in a B2B SaaS company
• Hands-on Salesforce experience — you can navigate opportunity records, run reports, and maintain deal data accuracy without hand-holding
• Familiarity with CPQ systems (DealHub, Salesforce CPQ, or similar) — you understand how deal configurations map to pricing outputs
• Working knowledge of revenue recognition principles (ASC 606 / IFRS 15) — enough to identify when a deal structure creates a recognition issue and escalate appropriately
• Comfort building and interpreting deal models in Excel or Google Sheets — ARR/TCV splits, multi-year commit scenarios, discount waterfall logic

Benefits

• A competitive salary + stock options in our fast-growing Series E start-up.
• Paid parental leave entitling primary caregivers to 16 weeks of full pay, and secondary 5 weeks of full pay
• 25 days of annual leave + public holidays in the country where you are based.
• Cycle to work scheme (London).
• Regular socials.
• Private Medical Insurance (Medical History Disregarded basis) including mental health support, dental & vision, cashback and gym discounts. (UK)
• A generous referral scheme.
• Pension contribution/salary sacrifice.
• Work from home set up.
• A huge opportunity for career growth as you’ll help shape a market-defining product.