Senior Manager, Deal Desk – Pricing Strategy

Role Overview

• Own the pricing architecture for Teaching Strategies’ product portfolio, including curriculum, assessment, professional development, and platform solutions
• Develop and maintain pricing models that optimize for ACV growth, margin improvement, and competitive positioning across K-12 public districts, State education agencies, private childcare, and Head Start segments
• Lead bundling and packaging strategy
• evaluate current bundles for attach rate performance, identify whitespace for new packages, and model revenue impact of proposed changes
• Conduct competitive pricing analysis and maintain a pricing intelligence framework that informs sales positioning and product roadmap decisions
• Build the business case for pricing changes, including scenario modeling, sensitivity analysis, and revenue impact projections for executive and board-level review
• Establish and maintain discount governance
• define standard discount tiers, escalation thresholds, and approval authorities by deal size and type
• Build and operate the Deal Desk function from the ground up
• define processes, SLAs, approval matrices, and escalation paths for non-standard deals
• Structure complex and high-value deals including multi-year agreements, enterprise bundles, custom pricing, and strategic partnerships
• Facilitate Big Deal Reviews for opportunities ≥$200K, including pre-review preparation, qualification assessment, commercial term review, approval coordination, and post-review action tracking
• Serve as the commercial advisor to the sales team
• coach reps and managers on deal structuring, negotiation strategy, and value-based selling during active deal cycles
• Ensure quote accuracy and compliance by reviewing proposals, validating pricing configurations in Salesforce, and catching errors before quotes reach customers
• Track and report on deal quality metrics
• discount rates, ACV, deal cycle time, win rates by price point, average deal value trends, and exception frequency
• Partner with Finance on revenue recognition, margin analysis, and compensation plan alignment with pricing strategy
• Collaborate with Business Applications to ensure Salesforce quoting workflows, approval processes, and CPQ configurations reflect current pricing rules and discount authorities
• Work with Legal to standardize contract terms, define acceptable commercial concessions, and streamline the redline process for enterprise deals
• Inform Partner Success on implementation capacity constraints, ensuring commercial commitments align with delivery capabilities
• Partner with Product and Marketing to align pricing with product launches, packaging updates, and go-to-market campaigns

Requirements

• 7+ years of experience in Deal Desk, Pricing Strategy, Revenue Operations, or Sales Operations within a B2B SaaS environment
• 3+ years in a people management or senior individual contributor role owning pricing or deal structuring end-to-end
• Demonstrated experience building or scaling a Deal Desk function, including approval workflows, discount governance, and executive deal reviews
• Strong analytical and financial modeling skills
• comfort building pricing models, scenario analysis, and business cases in Excel or equivalent tools
• Deep understanding of SaaS pricing models (per-seat, per-site, tiered, usage-based), multi-year deal structures, and subscription economics
• Experience with Salesforce CRM and CPQ (or equivalent quoting tools); ability to translate pricing strategy into system configuration requirements
• Excellent communication skills with the ability to present pricing recommendations and deal structures to C-level stakeholders
• Track record of measurably improving deal outcomes: ACV growth, discount compression, win rate improvement, or deal cycle acceleration
• Experience in EdTech, K-12, or government/public sector sales environments where procurement processes, grant funding, and RFP requirements are common (preferred)
• Experience at a PE-backed company with exposure to board-level financial reporting and value creation planning (preferred)
• Familiarity with MEDDPICC or similar deal qualification methodologies (preferred)
• Experience with pricing tools or custom-built pricing engines (preferred)
• MBA or advanced degree in a quantitative discipline (preferred)

Benefits

• Competitive compensation package
• Employee Equity Appreciation Program
• Health and wellness insurance benefits
• 401k with employer match
• Flexible work environment
• Unlimited paid time off (which includes paid holidays and Winter Break)
• Paid parental leave
• Tuition assistance, professional development, and opportunities for career growth
• Best in class technology equipment for every employee
• Penthouse suite in downtown DC seconds away from Washington Nationals Stadium and Audi Field