Principal Deal Desk & Pricing Analyst | Hybrid | Reston, VA
About The Position
The Principal Deal Desk & Pricing Analyst is a strategic partner to Sales, Finance, Legal, and Executive Leadership, responsible for leading complex deal structuring, pricing strategy, and commercial governance across the Global Sales organization. This role operates as a senior subject matter expert, advising on high-impact transactions, driving scalable processes, and ensuring alignment with Ellucian’s financial and operational objectives. The Principal Deal Desk & Pricing Analyst brings deep expertise in pricing models, SaaS licensing, and enterprise negotiations, and plays a critical role in influencing deal strategy, mitigating risk, and optimizing revenue outcomes. This individual thrives in a fast-paced, high-visibility environment and demonstrates strong executive presence, analytical rigor, and sound judgment.
Requirements
- 5+ years of progressive Deal Desk, Pricing, Financial Analysis or other relevant experience in a high-volume, enterprise-level environment with demonstrated ownership of complex and strategic transactions
- 4+ years in an analytical role within Sales, Finance, Revenue Operations, or related disciplines
- Proven experience structuring and negotiating complex SaaS, cloud, and enterprise software agreements
- Advanced ability to analyze, model, and recommend pricing and licensing strategies that optimize revenue and margin
- Deep understanding of revenue principles, discount governance, and commercial risk management
- Advanced expertise in Microsoft Excel including financial modeling, scenario analysis, and data interpretation
- Strong working knowledge of CRM and ERP systems and deal lifecycle processes
- Experience developing executive-level presentations and customer-facing commercial proposals
- Excellent written and verbal communication skills with the ability to influence senior stakeholders
- Strategic thinker with strong business acumen and sound judgment
- Highly organized, detail oriented, and adaptable in a fast-paced environment
- Demonstrated ability to lead through influence, drive process improvement, and mentor others
Responsibilities
- Serve as the senior escalation point and trusted advisor for complex, strategic, and non-standard deal structures across enterprise and global accounts
- Lead cross-functional deal reviews with Sales Leadership, Finance, Legal, and Contracts to structure compliant, profitable, and scalable agreements
- Drive pricing and discount governance, ensuring alignment with revenue, margin, and growth objectives
- Architect and approve complex quotes, commercial schedules, amendments, renewals, and multi-element agreements including cumulative discount structures and global enterprise frameworks
- Provide strategic guidance on licensing models, SaaS constructs, cloud services, and long-term commercial strategies
- Identify deal risks and propose mitigation strategies while balancing customer needs and business objectives
- Influence and improve end-to-end deal desk processes, tools, and policies to increase efficiency, visibility, and scalability
- Develop and maintain advanced financial models to evaluate profitability, revenue impact, and scenario planning
- Act as a subject matter expert on pricing strategy and commercial best practices; mentor junior analysts and elevate team capability
- Partner with leadership to provide insights on deal trends, performance metrics, and areas for optimization
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What This Job Offers
Job Type
Full-time
Career Level
Principal
Education Level
No Education Listed
