Deal Strategy Analyst - EMEA London

What You'll Do:

• 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
Commercial Operations & Systems
• Manage deal data integrity in Salesforce-ensuring opportunity records, pricing fields, and approval audit trails are accurate and complete
• Work within DealHub (CPQ) to validate deal configurations, flag misconfigurations, and escalare 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
Stakeholder Partnership
• 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
• Manage 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
Process Ownership
• 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
Experience & Technical Skills
• 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-navigate opportunity records, run reports, and maintain deal data accuracy independently
• Familiarity with CPQ systems (DealHub, Salesforce CPQ, or similar)-understand how deal configurations map to pricing outputs
• Working knowledge of revenue recognition principles (ASC 606 / IFRS 15)-identify when a deal structure creates a recognition issue and escalatate appropriately
• Comfort building and interpreting deal models in Excel or Google Sheets-ARR/TCV splits, multi-year commit scenarios, discount waterfall logic
What You'll Bring
• 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 outside your remit
• Highly organized with a low error rate on repetitive, process-driven tasks
• Proactive by default-flag problems early rather than waiting to be asked
• EMEA-based and comfortable spanning UK, DACH, Nordics, and broader European deal cycles
Nice to Have
• Experience with CLM platforms (Ironclad, LinkSquares, Luminance, or similar)
• Exposure to AWS Marketplace or other cloud marketplace deal mechanics
• Experience supporting a Deal Desk or RevOps tooling implementation
• Familiarity with NetSuite for order management or billing workflows
• Knowledge of EMEA-specific commercial nuances: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements
In addition to being a part of a great team, working in a fun and innovative environment, we offer the following benefits:
• A competitive salary + stock options in our fast-growing Series E start-up
• Paid parental leave entitling primary caregivers to 16 weeks of full pay, and secondary 5 weeks of full pay
• 25 days of annual leave + public holidays in the country where you are based
• Cycle to work scheme (London)
• Regular socials
• Private Medical Insurance (Medical History Disregarded basis) including mental health support, dental & vision, cashback and gym discounts (UK)
• A generous referral scheme
• Pension contribution / salary sacrifice
• Work from home set up
• A huge opportunity for career growth as you'll help shape a market-defining product
• UK Benefits (for region-specific, see here)
  
  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-navigate opportunity records, run reports, and maintain deal data accuracy independently
• Familiarity with CPQ systems (DealHub, Salesforce CPQ, or similar)-understand how deal configurations map to pricing outputs
• Working knowledge of revenue recognition principles (ASC 606 / IFRS 15)-identify when a deal structure creates a recognition issue and escalatate 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 outside your remit
• Highly organized with a low error rate on repetitive, process-driven tasks
• Proactive by default-flag problems early rather than waiting to be asked
• EMEA-based and comfortable spanning UK, DACH, Nordics, and broader European deal cycles, Experience with CLM platforms (Ironclad, LinkSquares, Luminance, or similar)
• Exposure to AWS Marketplace or other cloud marketplace deal mechanics
• Experience supporting a Deal Desk or RevOps tooling implementation
• Familiarity with NetSuite for order management or billing workflows
• Knowledge of EMEA-specific commercial nuances: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements
  
  In addition to being a part of a great team, working in a fun and innovative environment, we offer the following benefits:
• A competitive salary + stock options in our fast-growing Series E start-up
• Paid parental leave entitling primary caregivers to 16 weeks of full pay, and secondary 5 weeks of full pay
• 25 days of annual leave + public holidays in the country where you are based
• Cycle to work scheme (London)
• Regular socials
• Private Medical Insurance (Medical History Disregarded basis) including mental health support, dental & vision, cashback and gym discounts (UK)
• A generous referral scheme
• Pension contribution / salary sacrifice
• Work from home set up
• A huge opportunity for career growth as you'll help shape a market-defining product
• UK Benefits (for region-specific, see here)