Deal Operations Strategist

ElevenLabs; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

ElevenLabs, a remote‑first AI company, seeks a pricing and deal‑desk expert for its North American sales team. You will own pricing strategy, structure complex enterprise deals, and partner with Finance, Legal, Product, and leadership to push deals across the line.

You will build pricing frameworks, guardrails, and analytics to surface bottlenecks and accelerate closes, while collaborating with Finance on P&L models and strategic pricing decisions.

Qualifications

• Experience configuring and maintaining CPQ rulesets, price books, and approvals.
• Strong financial modeling and ability to present pricing to non-finance stakeholders.
• Proven track record in deal desk, pricing strategy, or related role.

Responsibilities

• Own pricing and deal structure for complex enterprise deals for North American sales.
• Collaborate with Engineering to maintain and evolve the CPQ tool.
• Translate customer requirements into scalable pricing frameworks and deal terms.

Skills

CPQ rulesets

Price books

Negotiation

Financial modeling

Stakeholder management

Education

Bachelor's degree in Finance/Business

Tools

CPQ software

Excel

CRM

Job description

About ElevenLabs

ElevenLabs is an AI research and product company transforming how we interact with technology.

About ElevenLabs

ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human‑like AI voice model. Today, we serve millions of users and thousands of businesses - from fast‑growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $22B - multiples of 11, always.

We Have Expanded From Voice Into Three Main Platforms

• ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale.
• ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages.
• ElevenAPI gives developers access to our leading AI audio foundational models.

Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex‑founders. If you want to work hard and create lasting positive impact, we want to hear from you.

How we work

• High‑velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy.
• Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you.
• AI first: We use AI to move faster with higher‑quality results. We do this across the whole company—from engineering to growth to operations.
• Excellence everywhere: Everything we do should match the quality of our AI models.
• Global team: We prioritize your talent, not your location.

What we offer

• Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible.
• Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities.
• Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend.
• Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose.
• Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy.
• Co‑working: If you’re not located near one of our main hubs, we offer a monthly co‑working stipend.

About The Role

You’ll be the go‑to deal desk and pricing expert for ElevenLabs' North American sales team -- the person that the sales team comes to when a deal is complex, competitive, or needs to move fast. You’ll own pricing strategy and deal structuring for our most critical customers, partnering with stakeholders to get non‑standard terms across the line, and build the processes that make the whole machine run faster.

• Own the pricing and deal structure for complex enterprise deals, advising sales on commercials and trade‑offs in real time to keep things moving toward close.
• Work closely with engineering to maintain and evolve our Configure Price Quote tool.
• Translate customer requirements into deal structures that work commercially and operationally, knowing where to flex and where to hold firm.
• Own the path through internal complexity, aligning Finance, Legal, Product, and leadership so deals don’t stall on process.
• Partner with Finance to build deal‑level P&L models and communicate pricing trends back to the business, informing strategic pricing decisions at the leadership level
• Develop and maintain pricing frameworks, discount guardrails, and approval policies that scale with the business.
• Build the analytics and feedback loops that surface where deals are slowing down and why — and fix it.

Requirements

• Hands‑on experience configuring and maintaining CPQ rulesets, price books, and approval workflows.
• Experience in finance or deal pricing at a company, or experience within investment banking or management consulting
• Excellent financial modeling, verbal, and written communication skills
• Proven track record of process optimizations or automation.
• Ability to make value judgements that balance business, financial, and legal priorities.

Bonus

• Knowledge of AI/ML industry pricing models and competitive landscape
• Experience scaling deal desk processes in a high‑growth environment

Location

This role is remote‑first, so it can be executed from anywhere in the United States, however the ability to operate in EST, CST, or PST timezones is required.

We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or other legally protected statuses.