Lead Contracts & Negotiations

CCC Intelligent Solutions•Chicago, IL

21h

About The Position

The Contracts and Negotiation Lead is responsible for partnering with sales leaders to develop and implement customer pricing strategy, deal structure, contracts, negotiations, and contract execution across all client segments (Marquee, Premier, Regional). This role is customer facing where and when appropriate in support of financial structure, new licensing terms and components of the agreement. As a member of CCC’s Commercial Deal Desk, the Contracts and Negotiations Lead will act as the single point of accountability for deal velocity and deal quality, enabling sellers to focus on customer engagement and value creation by owning the end-to-end deal motion from pricing strategy through signed contract.

Requirements

10+ years of experience in Deal Desk, Procurement, Pricing Strategy, Revenue Operations, Sales Operations, Commercial Operations, or related SaaS/enterprise software roles
Strong cross-functional leadership and stakeholder management skills
Demonstrated experience designing and implementing strategic pricing frameworks, ELA/multi-year deal structures, and bundling strategies
Demonstrated experience drafting and negotiating legal and business contract terms
Experience working directly with enterprise clients on deal structure, financial terms, and licensing
Hands-on partnership with Sales Systems/RevOps on CRM and CPQ workflows (intake automation, routing/approvals, configuration, pricing guidance, and data quality)
Strong analytical and operational rigor: defines KPIs and dashboards to measure cycle time, SLA attainment, rework, throughput, seller hours saved, and ACV growth
Experience partnering with Legal, Finance, and Pricing to balance speed with compliance and risk management; comfortable owning contract negotiations and navigating non-standard terms and discount exceptions
Strong change management and enablement skills: able to drive adoption of new processes with Sales and cross-functional stakeholders

Responsibilities

Understand the current commercial structure of our agreements and pricing of our offerings
Define and propose new structures that leverages our incumbency to create better opportunities for expansion & long-term growth
Apply commercial and pricing governance, including discount policy adherence, approval enforcement, and deal-level margin considerations in partnership with Finance
Introduce market-leading concepts that will be positively received by our Clients (e.g., more flexibility in deployment across the portfolio, predictable spend, new incentives, etc.)
Establish and enforce price floors across segments
Build deal models that give sellers predictable frameworks for each pursuit
Oversee end-to-end deal execution from intake through pricing, proposal, negotiation, contract execution, and handoff
Ensure deal submissions meet completeness and quality standards to reduce rework and rejects
Maintain expert-level knowledge of CCC’s contracts, triage contract issues, resolve routine T&C questions directly, and prepare cleaner handoffs when attorney review is needed
Create and maintain playbooks for standard vs. non-standard deal paths and escalation thresholds
Partner with Legal, where appropriate, to manage non-standard terms; ensure risk exceptions, compliance requirements, and required approvals are captured and auditable
Drive consolidation of multiple contracts per client into simplified agreements that enable growth product adoption
Serve as the primary operational liaison across Sales, Legal, Finance
Operate within guardrails informed by Finance (pricing floors, discount authority, margin thresholds) and templates approved by Legal (standard T&Cs, approved language)
Run a consistent deal unblock cadence (e.g., standing deal triage or deal factory sessions)
Drive role clarity and eliminate non-decision makers from deal workflows
Drive a continuous improvement mindset across CCC - challenge current workflows, question assumptions, and redesign processes for speed, quality, and scalability (not just centralization)
Identify high-friction steps and eliminate waste through standardization, simplification, and clear decision rights
Partner with Sales Systems/RevOps to automate manual work (intake triage, routing, approvals, data validation, quote generation) and reduce administrative burden on sellers and reviewers