Pricing Strategy and Operations Manager

Summary

Join Marqeta as a Manager, Pricing Strategy and Operations and manage the end-to-end deal process, ensuring efficient and scalable pricing strategies. You will collaborate with various teams to optimize deal outcomes and drive operational efficiency. This role requires driving standardization across the deal desk, establishing efficient operational cadence, and serving as an expert on deal structures and pricing. You will act as a change agent, using data-driven insights to improve efficiency. This flexible role can be performed remotely anywhere in the US. Marqeta offers competitive compensation and a comprehensive benefits package.

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, analyzing data, developing hypotheses, and synthesizing recommendations
• Strong organizational skills and operational mindset; skilled at building processes to scale
• Strong understanding of contract structures and pricing strategies
• Proficiency in Salesforce and financial modeling (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 standardization across the deal desk and contracting process
• Establish efficient operational cadence, reporting, insights, and benchmarks
• Lead operational rigor and excellence across the GTM organization
• 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 maximize deal profitability
• Manage approval workflows for discounts, special terms, and non-standard deal requests
• Standardize and continuously optimize 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

Benefits

• Multiple health insurance options
• Flexible time off – take what you need
• Retirement savings program with company contribution and after tax contributions
• Equity in a publicly-traded company and an Employee Stock Purchase Program
• Family-forming benefits, fertility support, and up to 20 weeks of Parental Leave
• Free therapy sessions, financial and professional coaching, and legal advice
• Monthly stipend to support our remote work model
• Annual “development dollars” to support our people growth and development
• We work Flexible First. This role can be performed remotely anywhere within the United States
• Annual bonuses to eligible employees, rewarding both individual performance and the success of the entire company