Grafana’s Commercialization & Pricing team is looking for a Senior Deal Manager. The Senior Deal Manager will support the Go-to-Market (GTM)) & Finance teams on value & pricing positioning, deal structuring, deal negotiations, deal execution (e.g. quote creation, custom terms, deal bookings), pricing policy development & governance, and deal pricing analytics. This role is also expected to take on strategic projects to help the Commercialization & Pricing team scale to drive business impact for Grafana Labs.
The Senior Deal Manager will be an individual contributor (IC) role and will report directly to the head of the Commercialization & Pricing function. The Commercialization & Pricing function at Grafana Labs includes Pricing Strategy, Competitive Strategy, and Deal Strategy and its charter is to drive sustainable, long term revenue growth for Grafana Labs.
Responsibilities
- Support customer facing pricing discussions
- Recommend deal pricing frameworks and discount strategy
- Support end to end deal execution including quote approval process, non-standard deal requirements & commercial terms, and deal review cycle in partnership with Finance, Legal, and Product & Engineering teams
- Develop best practices & governance for deal structuring, discounting, and special terms in partnership with Finance, Legal, and GTM teams
- Drive system & process improvements for end to end deal execution (e.g. CPQ system improvements, deal bookings policy)
Requirements
- 5+ years of experience in deal strategy, deal desk, or pricing in enterprise B2B SaaS
- Strong knowledge of deal structuring and negotiation, bookings policies and revenue recognition for subscription models for both cloud and on-prem scenarios
- Strong analytical skills and experience with profitability analysis and pricing strategy
- Excellent verbal and written communication skills
- Familiarity with working with Sales, Finance, and Legal teams in a deal desk or commercial-selling function
- Capable of explaining concepts clearly and credibly across all levels of the organization
- Ability to build relationships and work collaboratively to drive results
In the United Kingdom, the Base compensation range for this role is £85,000 - £102,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.
