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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in pricing strategy and deal economics, with a strong focus on building and analyzing deal P&Ls and unit-economics models. Proven ability to collaborate with cross-functional teams, including Finance and Product, to shape pricing structures and guide sellers on complex agreements.
Highest-signal resume keywords
Pricing StrategyDeal EconomicsFinancial AnalysisGovernment Contracting KnowledgeCPQ Fluency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Deal P&L BuildingUnit-Economics ModelingCost To Serve AnalysisMargin AnalysisPricing DesignDiscount Policy ApplicationRevenue RecognitionContract NegotiationRFP Process ManagementEconomic Modeling
Soft Skills
Sound JudgmentClear CommunicationDecision-Making Under Pressure
Tools & Technologies
DealHubSalesforce
Industry Keywords
Strategic FinanceCommercial FinanceInvestment BankingCorporate DevelopmentU.S. Government ContractingFAR-Based ProcurementAI-Native PlatformsEmbedded Delivery
About the role
Key responsibilities & impact- Build the economics of every platform deal and agree with Finance how each input is counted
- Shape pricing and packaging with Finance, Product, and the platform team
- Provide sellers with early-cycle pricing guidance, including target, floor, walk-away, and approved levers
- Design structures for the largest agreements, including deal constructs, land-and-expand paths, multi-year ramps, and discount treatment
- Decide frameworks for pursuit qualification and resources, and provide early routes to technical scoping
- Set renewal and expansion pricing for platform accounts, including co-terms and expansions
- Ensure deal pricing follows the CEO and pricing committee's pricing doctrine and escalate open questions for decisions
- Lead qualification, technical, and commercial reviews for platform and custom-priced deals
- Maintain decision records for reviewed deals and checks on closed deals before bookings count; partner with Finance on governance
- Analyze discounting, price-related wins and losses, and margin by deal shape; report findings to Finance, Product, and revenue leadership
- Support government pursuits with Legal and RFP responses on pricing and commercial terms
- Coach sellers on deal structure and pricing using tools such as pricing calculators and DealHub quoting
Requirements
What you’ll need- 7+ years in pricing strategy, deal strategy, strategic or commercial finance, business affairs, investment banking, or corporate development
- 3+ years owning the economics of $1M+ agreements at a software, data, or infrastructure company
- Experience building deal P&Ls and unit-economics models for usage-based, consumption, or platform products
- Experience modeling cost to serve, engineering and analyst time, inference cost, margin over the term, and payback, and using models to change a deal
- Experience setting prices and designing packages beyond applying a discount policy
- Experience working alongside sellers on large, complex agreements and explaining structures and trade-offs to customer procurement or finance teams
- Finance fluency, including margin floors, multi-year ramp economics, and working knowledge of revenue recognition
- Sound judgment under deadline pressure; ability to make clear recommendations, document reasoning, and defend decisions to senior sellers, Finance, and executive leadership
- U.S. government contracting knowledge, including FAR-based procurement, contract vehicles, RFP processes, and prime/subcontractor arrangements (desired)
- Experience with forward-deployed engineering or embedded delivery, or at an AI-native platform company (desired)
- AI or infrastructure cost modeling (desired)
- Experience establishing a deal strategy or pricing function (desired)
- CPQ fluency, including DealHub, and comfort with Salesforce-governed processes (desired)
Benefits
Comp & perks- 100% fully paid medical, vision, and dental for employees and their dependents
- Generous time off; all US federal holidays, winter break (12/24-12/31), 18 PTO days, and 10 sick days
- Company bonuses for non-revenue positions
- Strong commitment to diversity, equity, and inclusion
- 401k match up to 5%
- 100% paid life insurance (up to $100,000 coverage)
- Parental leave
- Collaborative and positive culture
- Limitless growth and learning opportunities