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

Deal Desk Analyst - Americas

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