Senior Director, Deal Strategy and Pricing

The Senior Director, Corporate Deal Strategy and Operations leads the global Corporate Deal Strategy and Operations function, driving a scalable, efficient, and well-governed customer contracting operation. This role serves as the company’s senior subject matter expert on complex deal structuring and enterprise contract economics, partnering closely with Sales and cross-functional stakeholders to accelerate deal velocity while managing risk and ensuring policy compliance. This leader is responsible for building and scaling a high-performing Corporate Deal Strategy and Operations organization, enabling Sales to execute complex, non-standard transactions, and continuously improving processes, systems, and controls that support the quote-to-cash lifecycle. KEY RESPONSIBILITIES Deal Strategy & Execution Serve as a trusted advisor to the global Sales organization on deal strategy, structuring, and execution for complex and high-value transactions. Lead the review and approval of non-standard, out-of-policy, and high-dollar deals, including risk assessment and executive-level decision support. Provide escalation support for advanced deal structures, including alternative commercial models and objection-handling strategies to support deal closure. Draft and negotiate unique commercial and economic terms on customer order forms, partnering with Legal on related contractual documents. Cross-Functional Leadership Act as a central pivot point across Legal, Finance, Accounting, Sales Operations, Enablement, Compliance, Product, and Business Applications to ensure a smooth path from deal to cash. Partner with Sales leadership to establish and evolve best practices for executing non-standard and partner-centric deals. Represent the Corporate Deal Strategy and Operations function through corporate change initiatives, including product launches, pricing changes, new routes-to-market, and acquisitions. Operational Excellence & Scale Design, implement, and continuously improve deal flow processes and controls to reduce friction, improve cycle times, and support business scale. Build and maintain process flows that support a partner-centric, sell-through model in a rapidly evolving business environment. Recommend and implement tools and systems to support non-standard deal workflows, including CRM, CLM, workflow automation, and AI-enabled enhancements. Develop and deliver sales enablement materials such as pricing and product FAQs, approval templates, and deal guidance. Analytics & Performance Management Define and report on Corporate Deal Strategy and Operations performance metrics, including SLAs, deal volume, cycle time, and deal trends. Use data and analysis to identify risks, opportunities, and areas for continuous improvement across the deal lifecycle. People Leadership Hire, lead, mentor, and develop a high-performing Corporate Deal Strategy and Operations team, fostering accountability, collaboration, and professional growth. Ensure team members are equipped to execute unique deal processes, generate accurate documentation, communicate effectively with Sales, and manage deal status end to end. Maintain the ability to step into core deal flow activities as needed to support the team and review work product. WHAT YOU WILL BRING 5+ years of experience supporting enterprise customer sales, preferably in a high-growth, multinational software company; experience at scale ($100M+ annual revenue) strongly preferred. Multiple years of people management experience with a track record of building and developing teams. Professional legal or accounting degree with active registered status. Strong understanding of enterprise deal structuring, pricing, and software revenue recognition principles. Extensive experience negotiating complex commercial and contractual terms with enterprise customers. Advanced Excel and analytical skills; comfort using data to inform decisions and influence stakeholders. Proven ability to operate effectively under pressure, prioritize competing demands, and meet deadlines with a high degree of accuracy. Executive presence with strong interpersonal and influencing skills and a consultative leadership style. Self-directed, adaptable problem solver who thrives in a fast-paced, evolving environment. High-energy, change-oriented leader with a passion for improving processes and driving meaningful business impact.