Deal Strategy Analyst

This is a UK-based remote role. You will be required to interview in person.

About SailPoint

SailPoint is defining the next era of identity security, turning complex enterprise protection into a massive business enabler. Consistently recognized as a global enterprise leader by top industry analysts and named a Gartner Peer Insights Customers Choice, our unified, AI-powered platform seamlessly secures both the Human Fabric of the workforce and the Agentic Fabric of AI and non-human identities.

Built on core principles like zero-standing privilege and contextualized risk, our platform eliminates security blind spots and transforms identity from a vulnerability into a strategic competitive advantage. Today, we are trusted by some of the largest, most complex organizations in the world to deliver intelligent, autonomous identity security at scale.

About the Role

As a Deal Strategy Analyst (Deal Advisor), you will act as a pivotal strategist and tactician supporting our EMEA sales organization. You will serve as the central point of contact for sales representatives, sales leadership, legal/contracts, and finance to structure, review, and approve standard and complex commercial transactions. In this role, you will advise sales teams on pricing strategies, margins, discounting guardrails, and non-standard terms, while ensuring operational efficiency and governance across all quotes generated in Salesforce CPQ.

About the Team

You will join a high-performing EMEA Deal Desk team distributed across the UK and mainland Europe. The team operates as an internal center of excellence and trusted advisory partner to sales leadership, guiding deals from opportunity development to signature. We foster a collaborative, supportive environment where autonomy, critical thinking, and creative problem-solving are valued.

Roadmap for Success

30 days:

• Complete SailPoint onboarding and gain a comprehensive understanding of company culture, internal systems, and operational processes.
• Develop foundational knowledge of SailPoint’s identity security product suite, subscription licensing models, and pricing guides.
• Shadow team members on daily quote reviews, Salesforce CPQ workflows, and approval routing.
• Establish working relationships with regional sales representatives, Legal/Contracts, and Finance partners.

60 days:

• Independently manage standard quote requests and pricing exception requests for assigned EMEA territories.
• Validate commercial terms, discounting structures, billing schedules, and partner margin requirements against established corporate guidelines.
• Partner with the Contracts team to verify non-standard legal language and terms on generated quotes.
• Assist sales reps with Salesforce CPQ tool navigation, troubleshooting quote configurations, and adhering to best practices.

90 days:

• Take full ownership of Deal Desk support for designated sales teams across EMEA (including Northern EMEA and DACH regions).
• Structure complex, multi-year subscription transactions and present non-standard approval requests to sales and finance leadership.
• Monitor opportunity stages in Salesforce to verify quote accuracy and assist with quarterly pipeline and forecast integrity.
• Conduct post-close audit reviews to verify contract records, SKUs, and support entitlements are accurately captured.

6 months:

• Act as a strategic deal advisor, proactively collaborating with Account Executives and Sales Directors on high-value negotiation strategies and commercial packaging.
• Deliver CPQ and pricing enablement sessions to onboarded sales representatives across the region.
• Identify recurring bottlenecks in the deal cycle and recommend workflow enhancements to improve turnaround times and governance.

1 year:

• Serve as a subject matter expert on EMEA commercial strategy, complex deal mechanics, and new product introduction (NPI) rollouts.
• Partner with global Deal Desk peers to refine global pricing policies, discounting thresholds, and CPQ system enhancements.
• Mentor and onboard incoming team members, contributing to team enablement resources and documentation.

Requirements

• Bachelors degree in related field, or equivalent professional experience.
• 2 to 5 years of experience in Deal Desk, Sales Operations, Commercial Strategy, or Pricing within a fast-paced SaaS software environment.
• Proven hands-on experience using CRM systems (Salesforce.com) and Configure, Price, Quote tools (Salesforce CPQ).
• Strong analytical, mathematical, and critical thinking skills with proficiency in Microsoft Excel.
• Demonstrated ability to manage competing priorities and tight deadlines at quarter-end with high attention to detail.
• Exceptional communication and stakeholder management skills across diverse cultures and organizational levels.

Preferred Skills

• Professional working proficiency or fluency in German is an advantage.
• Prior experience handling both perpetual-to-SaaS conversions and cloud subscription pricing models.

Benefits

At SailPoint, we empower businesses to take control of identity security—and we do the same for our people. Whether you're engineering solutions, advising customers, or accelerating business growth, you’ll expand your skills, collaborate with top talent, and grow with purpose. Benefits are dependent upon your country location however SailPoint provides:

• Competitive pay
• Medical, dental and vision plans
• Paid Holidays
• Career and growth opportunities

Please review this job description for accuracy and share the draft with the hiring manager for feedback and edits before posting on the careers site, ensuring a human is in the loop.

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

About Us

SailPoint (Nasdaq: SAIL) is defining the new era of adaptive identity security. In a world where non-human identities now significantly outnumber humans, our AI-powered platform unifies identity, security, and data intelligence to protect today’s enterprise from advanced identity-based threats. We deliver the identity solution that spans both the breadth of identities and the depth of context needed to drive real-time access with confidence. Built on principles like zero-standing privilege and contextualized risk, our SailPoint platform transforms identity from a point of vulnerability into a powerful security advantage. Trusted by many of the world's leading organizations, SailPoint secures the enterprise with intelligent, autonomous identity security.

Equal Employment Opportunity Policy Statement

The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.

It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities:

• Filing a complaint;

• Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans;

• Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or

• Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.