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DESCRIPTION
Lead-Commercial Strategy & Deal Operations Manager
Position Overview: We are seeking a motivated and hands-on Manager to own, optimize, and scale our Commercial Strategy and Deal Desk functions in the Americas. This is a high-impact 'player-coach' role perfect for a rising leader looking to establish best-in-class processes and directly influence revenue-critical decisions. You will be responsible for managing the team that develops our commercial offers and ensures efficient, compliant, and profitable deal execution across North America and LATAM. The ideal candidate is a strategic operator who understands how to tailor commercial approaches for different customer segments, from bespoke Enterprise solutions to scalable processes for our Mid-Market and SMB businesses. This position reports to the Vice President, Revenue Operations - Americas.
Key Responsibilities:
Segmented Commercial Leadership:
- Develop and execute distinct commercial strategies tailored to different customer segments; focusing on strategic offer management for the Enterprise segment while driving scalable, high-velocity deal execution for Mid-Market and SMB.
Commercial Strategy & Offer Management:
- Partner with leadership to evolve our commercial strategy, with a particular focus on crafting compelling and flexible offers to win complex, high-value Enterprise deals.
- Manage the end-to-end lifecycle of our offers, including design, pricing, GTM enablement, and performance analysis.
- Execute market and customer analysis to help shape offer development and ensure competitive positioning.
- Collaborate with Product, Marketing, and Sales to build effective sales tools and define value propositions.
- Pioneer the use of AI and AI agents to generate deal intelligence and provide proactive insights to sales leadership on pricing trends, discount thresholds, and non-standard term risks.
Deal Desk Management & Execution:
- Manage the North American Deal Desk team, guiding them in the timely and accurate processing of all deals.
- Provide mentorship and operational guidance to LATAM Deal Desk specialists, ensuring regional alignment with global policies.
- Optimize Deal Desk processes for velocity and scale to effectively serve the Mid-Market and SMB customer segments, creating a frictionless sales experience.
- Serve as the primary escalation point for complex commercial challenges, taking ownership to structure creative, compliant, and profitable solutions that unblock and accelerate deal closure.
- Own and lead the Americas Deal Review Board (DRB), acting as the source of truth in the room. Guide Americas Leadership through the decision-making process by presenting clear, actionable recommendations with decisive 'yes/no' or alternative path proposals.
Team Leadership & Development: