Director, Deal Strategy & Operations

Salesforce, Inc..; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

An established industry player is seeking a Director of Deal Strategy & Pricing to lead transformative initiatives aimed at driving profitable revenue growth. This pivotal role involves collaborating with various departments to optimize pricing strategies, enhance customer success, and implement data-driven decision-making processes. The ideal candidate will possess a strong background in enterprise software, particularly in CRM applications, and will thrive in a fast-paced environment. If you are an energetic self-starter with excellent analytical and communication skills, this is a fantastic opportunity to make a significant impact on the company's success.

Qualifications

• 10+ years of experience in enterprise software, preferably in CRM.
• Strong analytical background with problem-solving skills.

Responsibilities

• Drive transformational revenue growth programs and optimize pricing strategies.
• Collaborate across functions to align GTM strategies with company objectives.

Skills

Data Analytics

Problem-Solving

Cross-Functional Collaboration

Project Management

Communication Skills

Influencing Skills

Education

BA/BS degree

MBA or equivalent experience

Tools

Tableau

SQL

Job description

The Director of Deal Strategy & Pricing will be responsible for identifying, operationalizing, and executing transformational revenue growth programs to accelerate our profitable, high margin revenue for the company. This role will work closely with key executive stakeholders across Sales, Product, Finance, Marketing, Customer Success, Engineering, Business Technology, and Operations to design, capture, and measure our opportunities putting in mind user experience and customer success.

Key Responsibilities:

1. Business Transformation: Serve as the business owner across major company wide initiatives from Pricing & Packaging GTM changes and controls to lead-to-cash transformation.
2. Price & Monetization Optimization: Own monetization strategies, promotions that maximize revenue and improve customer success.
3. Performance Tracking: Create and monitor key performance indicators (KPIs) and metrics to track performance, identify areas for improvement, and implement optimizations.
4. GTM Operational Efficiency: Streamline and optimize control processes, workflows, and systems to ensure accuracy, consistency, and efficiency. Work closely with product and support teams to implement pricing changes effectively.
5. Data Storytelling: Utilize data analytics and modeling tools to make data-driven decisions. Monitor and analyze pricing performance, and provide insights and recommendations to executive leadership.
6. Cross-Functional Collaboration: Collaborate and influence across functions to ensure alignment between GTM strategies, company objectives, and execution. Provide guidance on deal pricing and discounting decisions to hit portfolio level goals.
7. Project Planning: Manage project planning and execution across multiple projects. Translate program objectives into execution (strategic and tactical) and successfully execute the strategy.
8. Stakeholder Communication: This role often acts as a bridge between the strategic decision-makers and the operational teams, ensuring that everyone is on the same page regarding the pricing objectives and execution.
9. Continuous Improvement: Serve as change agent by identifying and communicating inefficiencies, devising solutions, stimulating and institutionalizing business process improvements.
10. Upward Influence: A diverse set of stakeholders with your excellent relationships, commitment to driving good decisions.

Basic Requirements:

• BA/BS degree required.
• Advanced degree strongly preferred (i.e., MBA or equivalent experience with complex deal or financing structures preferred).
• SaaS consulting experience desired.
• 10+ years of enterprise software experience. Strongly preferred: CRM application experience, or experience related to sales, marketing, channel operations.

Preferred Requirements:

• Move fluidly from big picture to details in order to deliver complex cross-functional projects, often with tight deadlines. Multi-tasking and quickly pivoting between initiatives will be critical.
• Power to influence upwards and cross functionally where stakeholders can have varying objectives.
• Executive deck building and storytelling experience.
• Thrive in a dynamic, fast-paced environment where you must take on multiple responsibilities and do what it takes to get things done.
• Energetic self-starter passionate about professional integrity and excellence with a positive attitude and contagious enthusiasm.
• Superior analytical background with strong problem-solving skills. Tableau and SQL experience desired.
• Outstanding organizational, communication, interpersonal, relationship building skills conducive to collaboration; able to work well in a cross-functional, matrix management environment.
• Capable of explaining concepts clearly and credibly across all levels of the organization.
• Aptitude to learn and leverage AI to drive efficiency and scale.
• Experience creating and analyzing key performance indicators and continually refining and optimizing adoption strategies based on data.
• Curious, persistent, patient and resilient.