Deal Manager

Description of Duties

Grafana’s GTM organization is looking for a Deal Manager. Reporting to our Director, Deal Desk, provides deal pricing support for our product lines across multiple countries, verticals, and business segments. We help our businesses achieve their short term targets while protecting long term revenue streams and profitability. We also provide professional guidance on deal structuring and act as trusted advisors to our senior executives, contributing to our company's overall success.

Deal Desk Manager will be delivering deal structuring and pricing support for our Commercial and Enterprise businesses. This role will also be recommending new pricing strategies to expand the company's reach within various sales segments. Additionally, this role will be structuring contracts and product solutions to address unique customer needs as well as helping scale our Deal Desk function internally.

Responsibilities

• Review, approve and document all non-standard commercial terms
• Review, manage, and approve pricing for complex deals 
• Manage communications with sales reps and deliver approval/rejection context
• Recommend pricing structures based on the Customer's business drivers and ability to sell value.
• Handle daily quote approval process, non-standard deal requirements and deal review cycle.
• Analyze incoming deals along review criteria (both quantitative and qualitative)
• Partner in a trusted adviser capacity to Senior Sales Leadership, sales community and other internal stakeholders
• Work closely with Finance, Legal and Operations department to optimize contract terms and close deals
• Challenge status quo to make recommendations that drive price increases and discount reductions
• Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions

Requirements

• 3+ years of experience in deal desk, pricing, revenue operations, collections, and billing in enterprise B2B SaaS 
• Strong knowledge of deal structure and negotiation, bookings policies and revenue recognition for subscription models for both cloud and on-prem scenarios
• Excellent verbal and written communication skills 
• Strong analytical skills and experience with profitability analysis and pricing strategy
• Familiarity with working with Sales teams in a deal desk or commercial-selling function
• Capable of explaining concepts clearly and credibly across all levels of the organization
• Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams
• Ability to build relationships and work collaboratively to drive results
• Must reside in EST

In the United States, the OTE compensation range for this role is $128k - $150k.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.