Manager, Pricing Strategy & Operations

Summary

Join Marqeta as Manager, Pricing Strategy and Operations in the EU to manage and streamline the end-to-end deal process, ensuring efficient and scalable pricing strategies. You will work cross-functionally with Sales, Finance, Legal, and Product teams to optimize deal outcomes and maintain compliance. Drive standardization across the deal desk and contracting process, establish efficient operational cadence, and lead operational excellence. Serve as an expert on deal structures, pricing, and standard terms. As a change agent, you will use data-driven insights to drive operational efficiency. The team works in a flexible style, typically in the office a few days a week in London.

Requirements

• 5+ years of related experience such as consulting, investment banking, sales or revenue operations, deals desk, finance, or sales strategy within a fast-paced technology and/or payments company
• Outstanding problem-solving and analytical skills, including talent for conducting research, analysing data, developing hypotheses, and synthesising recommendations
• Strong organisational skills and operational mindset; skilled at building processes to scale
• Strong understanding of contract structures and pricing strategies
• Proficiency in Salesforce and financial modelling (Excel, Looker, or similar BI tools)
• Excellent communication skills with the ability to influence stakeholders at all levels
• Ability to thrive in a fast-paced environment and manage multiple stakeholders
• Change agent challenging the status quo and setting new strategic & operational direction based on fact-based, data-driven analysis
• Ability to think strategically but follow through in execution and operations
• Heavily results driven and able to operate independently with minimum supervision

Responsibilities

• Drive standardisation across the deal desk and contracting process
• Establish efficient operational cadence, reporting, insights, and benchmarks
• Lead operational rigour and excellence across the GTM organisation
• Serve as an expert on the company’s deal structures, pricing, standard terms and conditions, systems and processes
• Partner with Sales to structure pricing and deal terms, ensuring alignment with company, customer, and bank objectives
• Provide pricing recommendations and margin analysis to maximise deal profitability
• Manage approval workflows for discounts, special terms, and non-standard deal requests
• Standardise and continuously optimise deal approval and contracting processes to reduce sales cycle times and set structures in place to scale sustainably
• Ensure deals comply with internal policies, revenue recognition guidelines, and regulatory requirements
• Work with Legal to manage contract redlining and non-standard terms
• Act as a strategic partner to GTM / Sales, Finance, Legal, and Product teams to drive deal efficiency and outcomes, promote knowledge sharing and skills development, and establish best practices
• Provide benchmarking and insights on pricing trends, customer negotiations/objection handling, and competitive positioning
• Support the development of sales enablement materials related to deal structuring, pricing, and terms and conditions
• Track deal metrics, discounting trends, and overall pricing operations performance
• Provide insights on pricing effectiveness and recommend adjustments based on data-driven analysis
• Act as a cross-functional subject matter expert, who is sought for advice on decisions that can impact business operations and sales strategy

Preferred Qualifications

• Experience with Ironclad
• Experience in Payments or Financial Services

Benefits

• Premium Private Medical and Dental coverage
• Generous time off program with additional “Floating Holiday days”
• Retirement savings program with company contribution
• Equity in a publicly-traded company and an Employee Stock Purchase Program
• Monthly stipend to support our remote work model
• Annual development stipend to support our people growth and development
• Family-forming benefits and up to 20 weeks of Parental Leave
• Wellbeing programs i.e Modern Health, HealthKick and much more…