Director, FP&A Deal Desk

3 Media Web Solutions, Inc; Arlington (VA); Hybrid; USD 150,000 - 170,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

401(k) employer match

Unlimited PTO

Job summary

2U is seeking a Director of Deal Desk to lead strategic commercial initiatives across its education portfolio. You will develop business cases, structure agreements, and run financial analyses to support investment and commercial decisions.

You will collaborate with Finance, Product, Marketing, University Partnerships, Legal, and Operations, build and lead a team of analysts, and drive ROI-focused deal discussions across the organization.

Qualifications

• Bachelor's degree in Finance, Economics, Accounting, or related field; MBA or CFA preferred.
• Advanced financial modeling and valuation methods (DCF, scenarios, sensitivities).
• 6–10+ years in financial advisory or strategic finance.
• Experience supporting complex deal negotiations or Deal Desk/Pricing/Revenue Operations.
• Demonstrated team leadership and development.

Responsibilities

• Lead financial modeling and deal structuring for new products, contracts, partnerships, and strategic investments.
• Evaluate revenue, margin, cash flow, ROI, and investment thresholds.
• Shape pricing, terms, and resource allocation with clear financial recommendations.
• Manage portfolio performance analyses and inform product/marketing strategy.
• Lead cross-functional initiatives from evaluation to launch and execution.

Skills

Financial modeling

Valuation methodology

Deal negotiations

Team leadership

SaaS/subscription knowledge

Analytical communication

Education

Bachelor's in Finance/Economics/Accounting

MBA or CFA preferred

Tools

3-statement modeling

DCF

Job description

What We’re Looking For:

We are seeking a highly analytical and commercially minded Director, Deal Desk to lead strategic commercial initiatives across 2U’s global education portfolio. The role will support products ranging from short-form courses and credentials delivered through the edX platform to 2U’s long-form Degree business, developed in partnership with leading global university brands. Key responsibilities include evaluating new product launches, leading major contract renegotiations, assessing strategic partnerships and operational opportunities, and providing rigorous financial analysis to support investment and commercial decisions.

Working across Finance, Product, Marketing, University Partnerships, Legal, and Operations, this individual will develop business cases, structure commercially attractive agreements, and lead initiatives from evaluation through launch and implementation. It will also manage and develop a team of financial analysis professionals.

The ideal candidate will have a background in an advisory role such as investment banking, valuations, transaction advisory, or strategic finance, with advanced financial modeling skills and the ability to translate complex analysis into clear commercial recommendations.

Responsibilities Include, But Are Not Limited To:

• Financial Modeling and Deal Structuring
• Build and own financial models for new products, contracts, partnerships, and strategic investments.
• Evaluate revenue, margin, cash flow, capital needs, unit economics, payback, and ROI.
• Stress-test assumptions, identify key value drivers, and define investment thresholds.
• Shape pricing, deal terms, and resource allocation through clear financial recommendations.
• Deliver ongoing analysis on portfolio performance, operating models, and growth opportunities, and use this to inform marketing and product strategy.
• New Product Strategy and Launches
• Lead business cases for short-form courses, credentials, executive education, and degree programmes.
• Assess demand, pricing, investment, profitability, delivery requirements, and ROI.
• Define launch economics and performance targets with Product, Marketing, Partnerships, and Operations.
• Evaluate monetization, packaging, bundling, and route-to-market options.
• Track performance against plan and use results to refine portfolio strategy.
• Contract Renegotiations and Partnerships
• Lead financial analysis for renewals, renegotiations, extensions, and expansions.
• Model pricing economics, service levels, delivery costs, and investment commitments.Quantify the impact of proposed terms on margin, cash flow, cost-to-serve, and contract value through a rigorous ROI lens.
• Support negotiations with scenario analysis, recommendations, and clear walk-away thresholds.
• Evaluate new partnerships and market opportunities through commercial and operational due diligence.
• Execution and Performance
• Lead cross‑functional initiatives from evaluation and approval through launch and execution.
• Align financial returns with delivery capacity, learner support, implementation risk, and scalability.
• Track actual performance against modeled revenue, margin, cash flow, and ROI.
• Surface risks early and drive actions to improve performance and execution.
• Team Leadership and Governance
• Develop and lead a high‑performing team.
• Prioritize resources against the highest-value opportunities.
• Set standards for models, assumptions, business cases, and approval processes.
• Drive analytical rigor, pace, and accountability across the Deal Desk.
• Build strong partnerships across Finance, Product, Marketing, University Partnerships, Legal, and Operations.

Things That Should Be In Your Background:

• Bachelor’s degree in Finance, Economics, Accounting, or related field; MBA or CFA preferred
• 6–10+ years of experience including time within financial advisory e.g. investment banking, valuation, transaction advisory, or strategic finance.
• Advanced financial modeling and valuation methodology skills (e.g., 3‑statement modeling, DCF, scenario/sensitivity analysis, data analysis).
• Experience supporting complex deal negotiations or working in a Deal Desk / Pricing / Revenue Operations environment / Corporate Development.
• Demonstrated experience managing and developing a team.
• Strong understanding of either B2C marketing or SaaS and/or subscription‑based business models (preferred).
• Exceptional analytical, communication, and stakeholder management skills.

While this position is open to remote candidates across the U.S., we will prioritize those who live in the Washington‑Baltimore metropolitan area and who are available to come into our Headquarters in Arlington, VA two days a week.

Benefits & Culture

We offer comprehensive benefits (unique per country) and excellent work/life balance.
Full‑time, U.S. benefits include:

• Medical, dental, and vision coverage
• Life insurance, disability, and 401(k) employer match
• Free snacks and drinks in‑office
• Generous paid holidays and leave policies, including unlimited PTO
• Additional time off benefits include: volunteer days, parental leave, and a company‑wide winter break

The anticipated base salary range for this role is $150,000 - $170,000, with potential bonus eligibility. Salary offers are made based on the candidate’s qualifications, experience, skills, and education as they directly relate to the requirements of the position, budget for the position and cost of labor in the market in which the candidate will be hired.

2U Diversity and Inclusion Statement

At 2U, we are committed to building and sustaining a culture of belonging, respect, and inclusion. We are proud of the steps we’ve taken to bring together an employee base that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities. We strive to offer a workplace where every employee feels empowered by what makes us different, as well as by how we are alike.

2U is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodations, please reach out to us at: [e-mail].

2U is an equal opportunity employer that does not discriminate against applicants or employees and ensures equal employment opportunity for all persons regardless of their race, creed, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, age, marital status, disability, citizenship, military or veterans’ status, or any other classifications protected by applicable federal, state or local laws. 2U’s equal opportunity policy applies to all terms and conditions of employment, including but not limited to recruiting, hiring, training, promotion, job benefits and pay.