Director, FP&A Deal Desk

RevOps Report; Washington (District of Columbia); Hybrid; USD 150,000 - 170,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

Life insurance, disability, and 401(k)

Free snacks and drinks in‑office

Unlimited PTO

Volunteer days

Parental leave

Winter break

Job summary

2U, the parent company of edX, is seeking a Director, Deal Desk to lead strategic commercial initiatives across its global education portfolio. You will evaluate new product launches, renegotiate contracts, assess partnerships, and provide rigorous financial analysis to support investments.

The role requires advanced financial modeling, cross‑functional leadership, and experience in advisory settings. You will build business cases, lead negotiations, and manage a team, with remote-work

Qualifications

• Bachelor's degree in Finance, Economics, Accounting, or related field; MBA or CFA preferred.
• 6–10+ years of experience in 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.

Responsibilities

• 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.

Skills

Advanced financial modeling

Valuation methods

Deal negotiations

Team leadership

SaaS / subscription models

Stakeholder management

Education

Bachelor's degree in Finance, Economics, Accounting, or related field

MBA or CFA preferred

Job description

About This Role

At 2U, we are all in on purpose. We are motivated by our mission – to make learning limitless– and connected by our shared passion to deliver world\-class higher education at scale. As the parent company of edX, a leading online learning platform, 2U powers thousands of higher education offerings – from free courses to full degrees. Together with our college, university, and corporate partners, we are helping accelerate careers and transform lives.

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

Our global employee base is a diverse collection of innovators, dreamers, and doers working together to transform lives through higher education. We believe that every employee can advance our shared purpose, and that life at 2U should be fun and meaningful. If you're excited by the opportunity to provide millions of learners and counting with access to world\-class higher education, then join us – and do work that makes a difference.

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].

About 2U

2U partners with the world's top universities and companies to develop and deliver education programs that accelerate careers and transform lives. Through partnerships with the world's leading colleges, universities, and companies, 2U delivers thousands of online programs to millions of learners worldwide on edX, its global learning platform. From executive education and professional credentialing to master's degree programs and free, open courses, 2U transforms how top institutions deliver workforce‑aligned online education, enabling professionals to advance without pausing their careers. Learn more at 2U.com.

The above statements are intended to describe the general nature and level of work performed by individuals assigned to this position, and are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed.

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.