Senior AI-Pricing & Deal Desk Leader

KLDiscovery, Inc.; McLean (VA); On-site; USD 160,000 - 170,000; Full time

Job summary

KLDiscovery is seeking a Senior Manager, Pricing & Deal Desk to own pricing, structuring, and governance for complex deals across services, SaaS, and hybrid offerings. This AI-native role partners with FP&A, Rev Ops, Sales, and ELT to drive governance and scalable pricing tooling.

The role requires 8–10+ years in pricing and commercial finance, strong Excel and AI-tooling skills, and a proven ability to govern cross-functional processes while safeguarding margin and deal integrity.

Qualifications

• 8-10+ years in pricing, deal desk, revenue operations, or commercial finance with P&L or margin accountability.
• Proven governance experience: design of approval workflows, chairing cross-functional forums, and driving Sales accountability.
• Comfort with AI-assisted analytics tools to scale pricing models; Excel as a baseline for validation.
• Experience supporting complex B2B deals (services, SaaS, or legal tech) including multi-platform pricing.
• Executive presence to present to ELT and influence across functions.
• Strong cross-functional influence without direct reports to Sales or Delivery.

Responsibilities

• Own the Deal Desk and Approval Governance: gatekeeper for non-standard pricing and complex deals.
• Design and enforce approval workflows and escalation tiers.
• Ensure all concessions are logged and priced to avoid margin leakage.
• Run Pricing Governance and the Pricing Council: cadence, data package, and policy translation.
• Maintain a single view of pricing across the portfolio (services, managed services/SaaS, support).
• Build AI-assisted pricing tools and automated review workflows; validate AI outputs.
• Protect margin on complex deal structures by partnering with Sales and Delivery.
• Own pricing data hygiene in SFDC/CPQ and ensure correct tagging for reporting.
• Develop KPI reporting on margin, discounting, deal velocity, and tooling adoption.

Skills

Pricing governance

Cross-functional collaboration

AI-assisted analytics

Excel fluency

Executive presence

Deal-structure awareness

Tools

Salesforce

CPQ

AI tooling (Claude/Copilot)

Job description

KLDiscovery is seeking a Senior Manager, Pricing & Deal Desk to own pricing, structuring, and governance for complex deals across services, SaaS, and hybrid offerings. This AI-native role partners with FP&A, Rev Ops, Sales, and ELT to drive governance and scalable pricing tooling.

The role requires 8–10+ years in pricing and commercial finance, strong Excel and AI-tooling skills, and a proven ability to govern cross-functional processes while safeguarding margin and deal integrity.