Senior Manager, Deal Strategy

Navan; Austin (TX); On-site; USD 132,000 - 215,000; Full time

Job summary

A technology company seeking a Senior Manager of Deal Strategy in Austin, TX, responsible for managing complex contract negotiations and collaborating with sales teams to drive deal success. Candidates should have 7+ years in software, strong commercial negotiation skills, and an understanding of revenue recognition principles. The role involves cross-functional collaboration, leading to increased efficiency in deal execution. The pay range is competitive, between $132,000 and $215,000 USD.

Qualifications

• 7+ years of software industry experience, especially in Deal Desk, Finance, or Sales Operations.
• Proven track record in commercial negotiations with solid understanding of software revenue recognition principles.
• Excellent ability to work under pressure and manage multiple tasks.

Responsibilities

• Manage complex contract negotiations aligning customer needs with company priorities.
• Work cross-functionally with various teams to facilitate deal execution.
• Oversee deal financials, pricing, and revenue recognition.

Skills

Commercial negotiations

Interpersonal skills

Analytical skills

Leadership

Salesforce proficiency

Education

Business degree and/or JD/MBA

Tools

Salesforce

CPQ

Job description

Senior Manager, Deal Strategy

Navan is seeking a Senior Manager of Deal Strategy to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing complex contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process.

What You’ll Do

• Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our global sales teams.
• Work with the sales team to find a way to meet customers’ needs while adhering to Navan selling policies.
• Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities.
• Actively negotiate deals directly with the customer as needed.
• Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management.
• Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies.
• Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled.
• Develop and support metrics and processes to improve business visibility and consistency of practices across geographies.
• Oversee deal financials, pricing, business risk, revenue recognition implications.

What We’re Looking For

• Business degree and/or JD/ MBA.
• 7+ years of software industry experience (Deal Desk, Finance, Sales Operations experience preferred).
• Customer facing experience.
• Strong eye for business and proven track record in commercial negotiations.
• Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask.
• Solid understanding of software revenue recognition principles.
• Deep understanding of commercial law and experience in contract management.
• Excellent interpersonal skills – verbal and written.
• Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations.
• Strong leadership and collaboration skills, with the ability to interact regularly with senior management.
• Proficient knowledge of Salesforce, CPQ.

Pay Range: $132,000 USD - $215,000 USD