Deal Desk Analyst - Americas

We're in-person with cozy offices in North Beach, San Francisco and Manhattan, New York, complete with well-stocked libraries. This role requires five days a week in office.

You'll be joining a small, high-ownership team operating in one of the fastest-moving markets in AI. The Deal S&O function is established and humming with deal volume — but we're growing fast enough that "established" doesn't mean "settled." Day-to-day, you'll be in the trenches on live deals, working through pricing negotiation and contract structure alongside sales leaders in real time. You'll also zoom out: scoping and shipping the strategic projects that take what's working today and make it work at 5x the volume — improving our pricing model, tightening approval workflows, scaling our contracting process, and building the sales enablement that lets reps move faster without losing the plot on commercial discipline.

• Partner with Americas sales, legal, finance, and revenue operations to structure, negotiate, and close complex enterprise deals
• Serve as a thought partner to sales reps on deal strategy: pricing, competitive positioning, negotiation approach, contract structure, executive engagement
• Help evolve our pricing model and deal frameworks as the market and customer base shift — spotting trends across your deal flow, surfacing the patterns to finance and leadership, and driving the changes through
• Lead cross-functional projects that systematize how we operate at scale — approval workflows, contracting playbooks, pricing guardrails, sales enablement materials, deal desk operating cadence
• Improve the tools and processes we already have (Salesforce, Ironclad, our pricing infrastructure) by partnering with the GTM systems team — without needing to build them yourself
• Balance a high-volume deal workload with longer-horizon strategic initiatives, managing competing priorities across multiple reps and deal cycles simultaneously

You may be a fit if

• You have 5–10 years of experience across consulting, investing, commercial strategy, deal desk, or a combination — and you've operated at a level where you owned outcomes, not just tasks
• You've worked on enterprise B2B deals, ideally in SaaS or infrastructure, and have direct experience with $1M+ ACV contracts
• You've operated in a high-volume deal environment and have a track record of scaling yourself — building processes, playbooks, and enablement so you're not the bottleneck
• You're highly analytical — comfortable analyzing pricing, building ROI models in Excel, and grounding strategic recommendations in data
• You have a point of view. You don't wait to be told what to think — you come with a perspective and know how to back it up
• You operate with urgency, ownership, and very little hand-holding
• You're based in or able to relocate to San Francisco or New York City