Deal Strategy Director

Summary

Join Synthesia, a rapidly 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 extensive experience in a Deal Desk leadership role within a global SaaS sales team, a deep understanding of CPQ tools, and proven ability to manage complex deals. This position offers a competitive compensation package and benefits, including private medical insurance, paid parental leave, and a generous referral scheme.

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

• Create, document, and implement deal desk processes in coordination with legal, finance, and operations stakeholders
• Ensure that sales team members are aligned with and have an understanding of what is required of them
• Work with operations to automate processes where possible, and operationalise processes where not
• Oversee a team of deal desk associates and proposal managers
• Identify gaps in our deal desk team and develop hiring plans to suit
• Ensure our sales and customer success teams can seamlessly craft commercial proposals for our prospect and customers
• Work 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

• Private Medical Insurance (London)
• 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 and company retreats + free office snacks and regular tasty lunches! (London)
• A generous referral scheme
• Pension contribution/salary sacrifice. (London)
• A brand new computer + monitor and an additional home office set-up budget
• A huge opportunity for career growth as you’ll help shape a market-defining product