Senior Enterprise Deals Leader (Cloud & AI)
Pega
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Benefits offered by this job
Job summary
Pegasystems is seeking a Senior Business Officer in the United States to drive complex cloud and software transactions from framing to close. You will collaborate with sales, finance and product teams to craft proposals, negotiate terms and finalize multi-million dollar agreements.
This role requires senior-level drafting, strategic thinking and strong relationship management with customers and internal stakeholders.
Qualifications
- Detail-oriented, business-savvy professional with experience negotiating complex cloud/software contracts.
- Experience drafting and negotiating enterprise cloud and technology agreements.
- Strong drafting and negotiation skills with ability to partner with legal, sales, finance and product teams.
Responsibilities
- Lead framing of cloud transactions and negotiation strategies with sales, finance and senior management.
- Act as lead negotiator with client procurement, legal and executives to maximize value and alignment with standards.
- Review and draft cloud, software license and services agreements with clear, plain-English language.
Skills
Education
Job description
The Business Officer organization is Pega’s deal leadership center—highly strategic, commercially savvy, and central to our growth. The Senior Business Officer is a strategic leader responsible for driving deals to and past the finish line. This position provides a unique opportunity to use a broad set of commercial, tactical, and legal skills on the cutting edge of cloud and AI-based enterprise technology. As a Senior Business Officer, you will partner closely with Pega’s customers and internal functions, such as sales, finance, and product groups, to determine the best way to architect, negotiate, and close enterprise-level deals that drive growth and build long-term business relationships. This high-performing, high-visibility team is ideal for legal professionals with deep customer-facing experience who seek greater business involvement, or for those with business or procurement backgrounds who have strong drafting and negotiation skills. The Senior Business Officer will report to a Lead Business Officer and will have frequent interaction with Pega’s leadership.
Pega is changing the way the world builds software. In this role you will lead and manage the mission-critical tasks of framing, pricing, drafting, negotiating, and closing numerous complex cloud, software license, and service transactions. These transactions are often multi-million dollar deals with large industry-leading companies and involve time-sensitive, high-intensity negotiations with skilled client experts and professional negotiators. You’ll proactively set deal strategy and will make sound, timely decisions that balance velocity, risk, and value.
- Lead the framing of customized Cloud transactions and negotiation strategies while working with sales, finance, and senior management to develop customer proposals.
- Act as the lead negotiator for Pega with client procurement, legal and business executives to create win-win partnerships and maximize value in alignment with Pega’s standards and precedents.
- Review and draft cloud, software license and services agreements using concise language and “plain English” to rapidly resolve contract issues in a reasonable manner.
- A detail-oriented, business savvy legal or business professional with experience negotiating complex Cloud, software license and service contracts.
- Bachelor’s degree plus JD degree and/or MBA preferred
- Substantial experience (10+ years') drafting and negotiating large enterprise Cloud and technology agreements and complex transactions.
- Understanding of key technologies relevant to Pegasystems, including Cloud and AI
- General understanding of applicable revenue recognition
- You have had detailed involvement in deal structuring and pricing, contract drafting, negotiating business and contractual terms with customers, and revenue recognition analysis.
- You have partnered with internal clients, such as finance, to align business and financial goals
- You are experienced in interacting with senior management on strategic decisions.
- Continuous learning and development opportunities
- The opportunity to work on pricing and contracting for cutting edge technologies with the world’s biggest organizations
- An innovative, inclusive, agile, flexible, and fun work environment
- Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company
Base salary range for this role is 171,000 - 262,800 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives.
The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share an information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.
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The Business Officer organization is Pega’s deal leadership center—highly strategic, commercially savvy, and central to our growth. The Senior Business Officer is a strategic leader responsible for driving deals to and past the finish line. This position provides a unique opportunity to use a broad set of commercial, tactical, and legal skills on the cutting edge of cloud and AI-based enterprise technology. As a Senior Business Officer, you will partner closely with Pega’s customers and internal functions, such as sales, finance, and product groups, to determine the best way to architect, negotiate, and close enterprise-level deals that drive growth and build long-term business relationships. This high-performing, high-visibility team is ideal for legal professionals with deep customer-facing experience who seek greater business involvement, or for those with business or procurement backgrounds who have strong drafting and negotiation skills. The Senior Business Officer will report to a Lead Business Officer and will have frequent interaction with Pega’s leadership.
Pega is changing the way the world builds software. In this role you will lead and manage the mission-critical tasks of framing, pricing, drafting, negotiating, and closing numerous complex cloud, software license, and service transactions. These transactions are often multi-million dollar deals with large industry-leading companies and involve time-sensitive, high-intensity negotiations with skilled client experts and professional negotiators. You’ll proactively set deal strategy and will make sound, timely decisions that balance velocity, risk, and value.
- Lead the framing of customized Cloud transactions and negotiation strategies while working with sales, finance, and senior management to develop customer proposals.
- Act as the lead negotiator for Pega with client procurement, legal and business executives to create win-win partnerships and maximize value in alignment with Pega’s standards and precedents.
- Review and draft cloud, software license and services agreements using concise language and “plain English” to rapidly resolve contract issues in a reasonable manner.
- A detail-oriented, business savvy legal or business professional with experience negotiating complex Cloud, software license and service contracts.
- Bachelor’s degree plus JD degree and/or MBA preferred
- Substantial experience (10+ years') drafting and negotiating large enterprise Cloud and technology agreements and complex transactions.
- Understanding of key technologies relevant to Pegasystems, including Cloud and AI
- General understanding of applicable revenue recognition
- You have had detailed involvement in deal structuring and pricing, contract drafting, negotiating business and contractual terms with customers, and revenue recognition analysis.
- You have partnered with internal clients, such as finance, to align business and financial goals
- You are experienced in interacting with senior management on strategic decisions.
- Continuous learning and development opportunities
- The opportunity to work on pricing and contracting for cutting edge technologies with the world’s biggest organizations
- An innovative, inclusive, agile, flexible, and fun work environment
- Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company
Base salary range for this role is 171,000 - 262,800 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives.
The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share an information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.
#LI-JP1
#LI-Hybrid
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AI in Action – Responsible Use of AI in Recruitment
Pega embraces the responsible use of artificial intelligence (AI) to improve efficiency, consistency, and fairness across our business. We encourage thoughtful and ethical adoption of AI technologies that support people—not replace them. We may use AI‑enabled tools in our recruitment process. These tools are designed to assist us by providing insights and operational support.
All hiring decisions are made based on human review and judgment. You may have the right to request human review, provide additional information, or raise questions about how such tools are used.
Culture
At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.
We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.
As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.
This same mindset shapes how we work, encouraging curiosity, continuous learning, and smarter ways of working with AI. At Pegasystems, we believe the best ideas come from curious people who embrace change, learn continuously, and use AI to work smarter and move faster. Guided by our values, we bring a growth mindset to every challenge and create lasting impact together.
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For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.
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If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please contact us here or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.
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