Director, Deal Strategy & Monetization

Sumo Logic is the pioneer in continuous intelligence, a new category of software, which enables organizations of all sizes to address the data challenges and opportunities presented by digital transformation, modern applications, and cloud computing.  We are looking for an extraordinary leader to join the Deal Strategy & Monetization team as we reinforce our leadership in the SaaS machine data analytics space.  The Deal Strategy & Monetization (DSM) team sits within the larger Global Sales Strategy and Operations organization and works collaboratively across sales, customer success, legal and finance teams to drive deals to closure.

The Director of the DSM team will report directly to the VP of Commercial Operations and will be responsible for providing critical guidance and support both to our Sales organization and to the global DSM team.  You will play an essential role in ensuring rigor around deal structuring and pricing, contracts negotiations, and internal deal process and policies.  You also will own critical aspects of deal strategy, pricing, quote creation and contract review for Sumo Logic’s largest and most complex opportunities.  This highly visible role will be required to work very closely with senior executives including the President of Worldwide Field Operations, Chief Accounting Officer, VPs of Sales and VP of Commercial Ops, among others.

General Duties & Responsibilities

• Lead and manage a team of DSM managers and analysts
• Function as the subject matter expert and trusted advisor to the Sales organization and other functions regarding all matters related to deal strategy, pricing and structure for complex deals
• Oversee pricing and commercial terms approvals in driving efficient closure of deals while also focusing on revenue and profitability
• Collaborate closely with Finance, Legal, Sales, Product and Operations to evolve policies and best practices
• Ensure that DSM team knows of and comprehends any changes to internal policies, operational guidelines and procedures
• Support initiatives to increase sales and quote-to-cash efficiency and effectiveness

Qualifications

• 10+ years of experience with pricing, contracts, deal desk and/or sales operations role
• Bachelor’s degree; advanced degree (MBA or equivalent) is a plus
• Strong knowledge of SaaS subscription models and revenue recognition principles
• Previous management of a high-performing team
• Strong emotional intelligence with an innate ability to develop relationships and work cross-functionally with all levels of the organization to drive results
• Team player-coach who is able to thrive in a fast-paced environment
• Excellent analytical and problem-solving skills
• Highly effective verbal and written communication skills

Technology/Tools

• Salesforce
• Salesforce CPQ
• Excel / Google Sheets
• Microsoft Office

About Us

Sumo Logic, Inc. (NASDAQ: SUMO) empowers the people who power modern, digital business. Through its SaaS analytics platform, Sumo Logic enables customers to deliver reliable and secure cloud-native applications. The Sumo Logic Continuous Intelligence Platform™ helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers around the world rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com.