Director, Business Development & Deal Lead

POSITION SUMMARYVeritone’s GTM organization is at a pivotal moment as we both grow our SaaS solutions and a high-scale Agentic AI ecosystem. The Special Situations team is a small, elite group responsible for executing the company’s most complex, high-stakes, and non-standard commercial opportunities.

As a Deal Lead, you will sit at the intersection of Sales, Finance, Legal, and Product. You will be responsible for the end-to-end execution of "outlier" deals—those that don't fit into a standard playbook but represent significant strategic value or massive revenue potential. These may include large-scale data licensing partnerships, sovereign AI infrastructure builds, or complex multimodal transformations for global media conglomerates.

This is a hands-on execution role for a strategist who can navigate ambiguity, architect creative commercial structures, and drive internal consensus across the highest levels of the organization.‎ WHAT YOU'LL DOLead Complex Deal Cycles:
Manage the strategy and execution for Veritone’s most complex, "bespoke" commercial opportunities from inception to close.

Architect Creative Structures:
Design non-standard commercial models, including consumption-based pricing, revenue-share frameworks, and strategic joint ventures.

Drive Internal Consensus:
Act as the "deal quarterback," aligning stakeholders across Legal, Finance, Product, and Engineering to approve and support unique deal requirements.

Lead High-Stakes Negotiations:
Direct the negotiation strategy for large-scale enterprise agreements, ensuring Veritone’s long-term interests and "Source of Truth" principles are protected.

Develop New Playbooks:
Distill learnings from "Special Situations" into repeatable frameworks that can eventually be scaled across the broader GTM organization.

Cross-Functional Partnership:
Work closely with the CEO, CRO, and CFO to evaluate the strategic trade-offs of major partnerships.

Market Sensing:
Identify emerging market shifts and "special" competitive threats to inform our corporate strategy.‎ WHAT YOU'LL NEED8+ years of experience:
In high-stakes environments such as investment banking, management consulting, corporate development, or "Special Situations" desks at major tech firms.

Deal Architecting: A proven track record of closing multi-million dollar deals that required unique structural or legal creativity.

Executive-Level Negotiation:
Experience leading negotiations with C-suite executives at global Fortune 500 companies.

Technical & Financial Fluency:
The ability to model complex financial outcomes while deeply understanding AI technical constraints (e.g., inference costs, data provenance, and tokenization).Strategic Reasoning:
Exceptional ability to synthesize complex information and provide clear, decisive recommendations to leadership.

You might thrive in this role if you:

Are a High-Stakes Operator:
You thrive when the pressure is on and the path forward is unclear. You enjoy the challenge of solving "unsolvable" deal blockers.

Are a Rigorous Thinker:
You don't take "no" for an answer when it comes to logic. You challenge assumptions and use first-principles thinking to find creative paths to "Yes."Are a Master Communicator:
You can explain a 50-page complex contract structure to a CEO in a 2-minute elevator pitch.

Are Customer-Obsessed but Company-First:
You are motivated to help customers achieve their vision, but you are a fierce protector of Veritone’s long-term value and intellectual property.

Are a Strategist:
You understand the "Messy Middle" of internal consensus and can move a deal through a massive organization without losing momentum.

DISCLOSUREOur company provides equal employment opportunities (EEO) to all employees and applicants for employment without…