Director of Deal Desk & Pricing Strategy
About The Position
As Director of Deal Desk & Pricing Strategy at Applecart, you will work alongside senior members of our Business Development team - who typically have 20+ years of experience at leading firms in public affairs, communications, and business development - to win new clients and grow existing accounts by supporting deal proposals throughout their lifecycle, from prospecting to close. Our pricing is a strategic lever, not a static list. We are looking for a Deal Architect to take the "mental model" of our leadership team and turn it into a scalable, high-conversion engine. You will be the final word on how we structure deals, ensuring every proposal that leaves the building is optimized for both win-rate and long-term margin. You will work closely with Sales, Business Development, Operations, Legal, Finance, and Executive Leadership to develop compelling pricing strategies and proposals for Applecart’s clients. Reporting to the SVP, Revenue Operations, this will be a high impact role, helping drive profitable revenue growth.
Requirements
- 5+ Years in Deal Desk, Revenue Operations, Pricing Strategy, Management Consulting, Investment Banking or related fields: We need someone who has seen hundreds of complex sales cycles and understands buying psychology.
- Strategic Intuition: The ability to look at a raw deal and instantly identify the 2–3 pricing levers that will make it compelling for the client while protecting our bottom line.
- Comfort acting as a high-stakes gatekeeper. You must be able to say "no" to a salesperson while providing a "better way" to get the deal done.
- Visual Communication: Proficiency in PowerPoint isn't enough; you must understand how to present complex data so it’s easy for a client to say "yes."
- Advanced Modeling: Expert-level Excel is the floor. The ceiling is the ability to build predictive models that show where our pricing will be in 24 months.
- Strong organizational skills and attention to detail - ability to own high-priority workstreams with limited oversight
- Ability and desire to thrive in a fast-paced, entrepreneurial environment while juggling multiple tasks and projects simultaneously
Responsibilities
- Own our global pricing strategy. Constantly stress-test our margins, subscription projections, and calculators against real-world performance.
- Strategic Proposal Design: Dictate the presentation and layout of pricing options to nudge client behavior toward our most successful engagement models.
- Pattern Recognition: Analyze every deal (won and lost) to identify where we win and where we lose. You will codify these patterns into a pricing playbook that evolves with the market.
- Architect the Deal Desk: Serve as the mandatory "final sign-off" for all client-facing pricing. You are the gatekeeper ensuring Sales presents options that make strategic sense. Create the guardrails that allow sales to move fast without breaking our unit economics.
- Collaborate with senior members of the Business Development team on preparing custom pricing proposals and subscription analyses for clients
- Address pricing-related inquiries and become the internal expert on all pricing-related matters
- Collaborate with the Finance team to manage our internal pricing tools (e.g., calculators, subscription projections, and pricing documentation)
- Utilize our CRM system to track pricing trends and offer bespoke pricing solutions to our clients
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
