Sr. Manager, Pricing and Deal Desk

KLDiscovery is a global leader in eDiscovery, information governance, and data recovery, helping law firms, corporations, and government agencies solve complex data challenges. We partner with clients across the full data lifecycle — from forensic collection through legal review, production, and managed hosting — spanning services, managed services/SaaS (Nebula), and support.

KLDiscovery is seeking a Senior Manager, Pricing & Deal Desk to own how we price, structure, and govern every complex deal across services, SaaS, and hybrid offerings. This is a gatekeeper role, not a modeling-support role: this person sits at the intersection of FP&A, Revenue Operations, Sales, and the Executive Leadership Team, and is accountable for deal integrity from quote to close.

Pricing strategy at KLDiscovery is set collectively — through a Pricing Council/Steerco this role runs and staffs with input from FP&A, Rev Ops, Sales, and Marketing leadership. This role owns the mechanics, governance, data, and AI-driven tooling that make that strategy executable and enforceable — they are the operator and analytical backbone of the council, not a sole decision-maker on strategy.

This is an AI-native role. The expectation is not manual spreadsheet-building — it is designing and running AI-assisted pricing models, scenario/Monte Carlo simulations, and automated review workflows (in the vein of AI-assisted Excel work already in use elsewhere in the business, e.g. Nebula ECA), so the team's analytical capacity scales without scaling headcount. This role comes with an expected annual basic salary of $160,.

Own the Deal Desk & Approval Governance

• Serve as the single gatekeeper for non-standard pricing, discounting, and complex deal structures before they go to Legal/Finance sign-off.
• Design and enforce approval workflows and escalation tiers (standard terms vs. exception vs. ELT-level approval), modeled on the same discipline already applied to sales-split and closed-deal controls.
• Ensure no deal closes with unpriced or unlogged concessions — including waived/free services (e.g., training credits) — so every giveaway is captured as a $0 promotional credit rather than invisible margin leakage.

Run Pricing Governance & the Pricing Council

• Own the operating cadence of the cross-functional Pricing Council (FP&A, Rev Ops, Sales, Marketing, ELT stakeholders), including agenda, data package, and follow-through on action items.
• Translate Council direction into documented pricing policy, discounting guardrails, and approval matrices — this role executes and enforces strategy set collectively, not in isolation.
• Maintain one consistent view of pricing across the full portfolio — services, managed services/SaaS, and support — so no offering is priced in a silo.

AI-Native Pricing Analytics & Modeling

• Build AI-assisted pricing tools, not manual models: scenario tools, calculators, and Monte Carlo-style simulations run through AI-assisted platforms, with the analyst validating and interpreting output rather than hand-building every calculation.
• Automate recurring analyses (margin/discount trend tracking, deal-outcome pattern detection) so cycle time drops and consistency improves.
• Bring enough modeling fluency to build, validate, and challenge AI-generated outputs — the bar is analytical judgment and structuring, not manual Excel throughput.

Protect Margin on Complex Deal Structures

• Partner with Sales and Delivery on strategic and structurally complex deals (e.g., platform transitions, dual-hosting/dual-cost scenarios, Second Request work) to catch cost exposure before contracts sign — not after.
• Flag and quantify hidden cost overlap (e.g., concurrent third-party licensing and proprietary platform hosting during a client…