Enterprise Deal Desk & Pricing Analyst

Scale AI•San Francisco, CA

5d•$104,000 - $130,000•Remote

About The Position

This role owns the day-to-day execution of deal pricing for Enterprise clients, involving calculations, staffing inputs, and reporting to provide visibility into deal status, pricing, and margin for Sales and Deal Desk leadership. The analyst will collaborate with the Deal Desk Manager on customer deal structuring and process acceleration. Key responsibilities include managing pricing calculations, ROI modeling, EPD staffing inputs, applying pricing frameworks, and designing customer-specific deal structures. The role also involves building and maintaining a pricing dashboard, updating trend reports for leadership, identifying process bottlenecks, standardizing workflows, and tracking deal approval cycle times. Additionally, the analyst will support strategic initiatives, GTM support, forecasting, P&L analysis, and new initiatives around pricing strategy and deal modeling. The role requires end-to-end deal crafting, coordinating with various internal stakeholders like Sales, Accounting, Finance, EPD, and Legal, ensuring timely reviews and approvals, and managing deal packages.

Requirements

3+ years in finance, deal desk, sales operations, management consulting, or a high-growth startup
A penchant for digging deep into data, thinking from first principles, and exercising sound judgment in the face of ambiguity
A strong orientation toward driving outcomes, with experience building process and aligning cross-functional stakeholders to deliver results
Ability to work and build effective relationships across functions and seniority levels
A keen interest in sales, deals, and commercial transactions
Excellent qualitative and quantitative analytical skills
Strong knowledge of Google Suite and MS Office; Salesforce
Strong financial modeling skills with high attention to detail

Nice To Haves

Experience with B2B sales organizations and the ability to understand and navigate complex enterprise sales cycles
Familiarity with Tableau and SQL

Responsibilities

Manages day-to-day deal pricing calculations for Enterprise deals, including ROI modeling and EPD staffing inputs
Applies existing pricing frameworks consistently across Land, Expansion, and Framework deals
Partners with the Deal Desk Manager to design customer-specific deal structures for non-standard or complex deals
Builds and maintains a pricing dashboard tracking deal status, pricing, margin, and overall deal health across the Enterprise pipeline
Updates pricing and trend reporting to keep leadership current on where deals stand and how pricing is trending against targets
Identifies bottlenecks in the deal review & approval process and proposes ways to accelerate cycle time
Helps standardize and streamline recurring pricing/approval steps into repeatable, lower-friction workflows
Tracks deal approval cycle time and surfaces trends to inform process improvements
Owns deal crafting end-to-end from initial pricing/modeling through contract review, coordinating with sales management, reps, and internal stakeholders
Ensures the relevant stakeholders (Accounting, Finance, EPD, Legal) review and approve deals at the appropriate stage before they progress
Routes deal packages to the correct reviewers and tracks open items so deals aren't stalled waiting on sign-off
Tackles ambiguous, open-ended questions around Scale's go-to-market motion and iterates quickly on solutions that deliver measurable results
Supports Sales and Finance leadership in quarterly strategy and planning, including forecasting and P&L analysis
Helps scope and execute new initiatives around pricing strategy, deal modeling, proposal creation, and value engineering