Hybrid EMEA Desk Strategist; SaaS

Location

London

Full time

Hybrid

Commercial Revenue Operations Deal Strategy

The Deal Strategy Analyst is a commercial operator embedded in Synthesia's Revenue Operations function. This is a deal desk role with depth — you’ll partner directly with AE/CSMs, Sales leadership, Finance, and Legal across the EMEA region to structure, price, and approve deals that are commercially sound, operationally clean, and built to close.

You will support the deal review process for EMEA: from first submission through approval routing, exception triage, and post-signature hygiene. You’re a day‑to‑day partner to AE/CSMs on standard deals, escalating non‑standard structures to senior team members.

We are looking for someone with strong technical foundations — Salesforce fluency, revenue recognition awareness, and comfort working in CPQ environments — alongside developing commercial judgement and a willingness to learn the craft of deal structuring.

• Review deal submissions from EMEA AE/CSMs for compliance with pricing policy, discount schedules, and approval thresholds — approving standard deals and routing exceptions to senior reviewers

• Support modelling of multi‑year, multi‑product deals — building ARR, TCV, and per‑seat/platform fee scenarios under the guidance of senior team members

• Spot common commercial risks in deal structures and flag them to senior team members or the Manager for review

• Triage exception requests, gather supporting context from the AE/CSM, and prepare them for review by senior team members with clear documentation

• Manage deal data integrity in Salesforce — ensuring opportunity records, pricing fields, and approval audit trails are accurate and complete

• Work within Deal Hub (CPQ) to validate deal configurations, flag misconfigurations, and elevate system issues during the deal review workflow

• Support ARR and revenue recognition hygiene by flagging deal structures that may create recognition complexity for senior review

• Assist with maintaining Deal Desk playbooks, floor pricing references, and discount schedule documentation

• Act as a first point of contact for EMEA AE/CSMs on standard commercial queries and deal submission questions, escalating senior or complex requests as needed

• Coordinate with Finance and Legal on routine deal questions, escalating non‑standard commercial terms or booking issues to senior team members

• Communicate approval decisions clearly — explaining the why, not just the outcome, and building AE/CSM trust through consistency and speed

• Managing inbound deal desk cases from the EMEA field — triaging requests from AE/CSMs via the shared deal desk mailbox, tracking case status, and ensuring SLAs are met for standard submissions

• Maintain deal log accuracy, hit SLAs consistently, and surface observations on recurring approval patterns to the Manager

• Flag recurring exceptions to the Director that may signal a gap in the approval framework

• Help roll out new commercial policies into the EMEA field by maintaining documentation and supporting enablement sessions

• At least 2 years of experience in a Deal Desk, Sales Operations, Revenue Operations, or commercial finance role in a B2B SaaS company

• Hands‑on Salesforce experience — you can navigate opportunity records, run reports, and maintain deal data accuracy without hand‑holding

• Familiarity with CPQ systems (Deal Hub, Salesforce CPQ, or similar) — you understand how deal configurations map to pricing outputs

• Working knowledge of revenue recognition principles (ASC 606 / IFRS 15) — enough to identify when a deal structure creates a recognition issue and elevate appropriately

• Comfort building and interpreting deal models in Excel or Google Sheets — ARR/TCV splits, multi‑year commit scenarios, discount waterfall logic

• Working understanding of SaaS commercial mechanics: ARR, TCV, per‑seat pricing, platform fees, multi‑year discounting.

• Clear, confident communicator — comfortable fielding questions from AE/CSMs and asking for help when a deal is…