Senior Director, Deal Strategy and Operations

Senior Director, Deal Strategy and Pricing

Preferred

Location:

Seattle, WA, with other Pacific Time Zone locations also considered.

We are seeking a Senior Director, Deal Strategy and Pricing to lead our global deal strategy function and partner closely with Sales, Finance, and cross‑functional teams to structure and execute customer transactions. This role sits at the center of revenue execution. You will help shape deal strategy, ensure pricing discipline, and improve how opportunities move from quote to close. You will also play a key role in transforming the function through improved workflows, automation, and AI‑enabled capabilities.

This is an opportunity to step into a highly visible role and modernize how deal strategy operates within a scaling SaaS business.

Partner with Sales to drive deal outcomes.

• Advise on deal structuring, pricing, and commercial strategy
• Support non‑standard deals while maintaining strong pricing discipline
• Help Sales teams move deals forward efficiently while maintaining appropriate controls

Improve how deals flow through the business.

• Establish clear, risk‑based review processes based on deal size and complexity
• Reduce friction and cycle time in the deal process
• Improve consistency across deal approval and execution

Transform the function through automation and AI.

• Identify opportunities to streamline and automate manual deal review activities
• Introduce AI‑enabled tools and workflows to support faster, more consistent decision‑making
• Partner with systems teams to optimize CPQ, CRM, and related platforms

Generate insight that improves the business.

• Analyze deal and pricing trends across regions, industries, and sales teams
• Provide actionable insights that inform pricing strategy and sales behavior
• Contribute to refining ideal customer profiles and go‑to‑market strategy

Lead and develop a high‑performing team.

• Manage and develop a team of deal strategy professionals (currently
  4)
• Coach and mentor team members to build capability and ownership
• Ensure effective delegation and avoid unnecessary escalation

• Experience supporting enterprise sales through deal strategy, pricing, or commercial operations
• Strong understanding of pricing, discounting, and deal structuring
• Proven ability to partner with Sales and influence deal outcomes
• Experience working within a deal review or approval process
• Strong analytical and financial acumen
• Experience improving workflows, processes, or operational efficiency
• Interest in leveraging automation or AI to scale operations
• Familiarity with SaaS or enterprise software business models
• Experience with commercial licensing and contract structures
• People leadership experience, including hiring, coaching, and developing talent

• Cybersecurity industry experience
• Experience in a scaling or private equity‑backed environment
• Exposure to CPQ or similar sales systems

This is a high‑impact opportunity to shape how deal strategy operates within a growing organization. You will have the autonomy to improve processes, introduce new tools, and build a function that directly supports revenue growth.