Deal Strategy Director

Summary

Join Synthesia, a fast-growing AI video communications platform company, as their Deal Strategy Lead. In this key role, you will own the deal desk and proposal management operations, enabling salespeople to craft complex commercial proposals. You will be responsible for creating and implementing deal desk processes, overseeing a team of deal desk associates, and ensuring adherence to commercial, legal, security, and financial processes. The ideal candidate will have 3+ years of experience in a Deal Desk leadership role within a global SaaS sales team and a deep understanding of CPQ tools and processes. Synthesia offers a competitive salary, stock options, hybrid/remote work options, comprehensive benefits, and a fun company culture.

Requirements

• 3+ years of experience in a Deal Desk leadership role within a global sales team in a SaaS business
• Deep experience of hands-on deal desk work in both an deal strategy and order management capacity
• Solid understanding and experience with CPQ (configure, price, quote) tools and processes
• Experience working with security questionnaires, RFPs, vendor registration forms and other commercial/bid management documentation
• Proven ability to own and run complex deals end-to-end, encompassing commercials, legal, security and finance
• Solid understanding of SaaS business models and subscription pricing/management
• Solid understanding of finance and accounting processes as they relate to SaaS, including billing, invoicing, revenue recognition
• Prior experience working closely across GTM, Legal, and Finance functions

Responsibilities

• Creating, documenting and implementing deal desk processes in coordination with legal, finance and operations stakeholders
• Ensuring that sales team members are aligned with and have an understanding of what is required of them
• Working with operations to automate processes where possible, and operationalise processes where not
• Overseeing a team of deal desk associates and proposal managers
• Identifying gaps in our deal desk team and developing hiring plans to suit
• Ensuring our sales and customer success teams can seamlessly craft commercial proposals for our prospect and customers
• Working within an SLA to ensure a fast, efficient speed-of-response for our commercial users
• Serve as the point of contact and subject matter expert on pricing, discounts, commercial terms, financial guidelines and deal structure
• Partner with Ops, Legal and Finance to review or address revenue recognition or commercial contracting concerns for non-standard deal structures
• Own quote document generation, management and e-signature
• Ensure adherence to our quote-to-contract processes and policies
• Work within defined approval and escalation processes
• Act as the point of convergence for all deals, ensuring that users are provisioned correctly, legal documents are properly managed and providing Finance and Accounting teams with context and clarification on complex deal structures and how they are to be treated as it relates to invoicing, revenue recognition etc

Preferred Qualifications

Experience with Salesforce CPQ; Ironclad and Stripe is desirable, but not essential

Benefits

• A competitive salary + stock options in our fast-growing Series D startup
• Hybrid working environment or remote friendly
• 100% Medical, Dental & Vision
• 401k Plan
• Paid parental leave
• 25 days of annual leave + Public holidays + paid sick leave
• Fun culture with regular socials and company retreats
• A generous referral scheme
• A brand new computer + monitor