Sr. Manager, Pricing and Deal Desk

KLDiscovery • United States,

5h • $160,000 - $170,000

About The Position

KLDiscovery is seeking a Senior Manager, Pricing & Deal Desk to own how we price, structure, and govern every complex deal across services, SaaS, and hybrid offerings. This is a gatekeeper role, not a modeling-support role: this person sits at the intersection of FP&A, Revenue Operations, Sales, and the Executive Leadership Team, and is accountable for deal integrity from quote to close. Pricing strategy at KLDiscovery is set collectively — through a Pricing Council/Steerco this role runs and staffs with input from FP&A, Rev Ops, Sales, and Marketing leadership. This role owns the mechanics, governance, data, and AI-driven tooling that make that strategy executable and enforceable — they are the operator and analytical backbone of the council, not a sole decision-maker on strategy. This is an AI-native role. The expectation is not manual spreadsheet-building — it is designing and running AI-assisted pricing models, scenario/Monte Carlo simulations, and automated review workflows (in the vein of AI-assisted Excel work already in use elsewhere in the business, e.g. Nebula ECA), so the team's analytical capacity scales without scaling headcount.

Requirements

• 8–10+ years in pricing, deal desk, revenue operations, or commercial finance — ideally with direct P&L or margin accountability, not purely support/analyst experience.
• Demonstrated ability to run governance: designing approval workflows, chairing cross-functional forums, and holding Sales accountable to process.
• Comfort using AI-assisted analytics tools to build and scale pricing models (Excel fluency is expected as a baseline for validating outputs, not the primary skill being hired for).
• Experience supporting complex B2B deals — services, SaaS, or legal tech preferred — including multi-platform or transition-period pricing.
• Executive presence: this role will present to ELT and needs to hold their own in that room, not just produce the analysis behind it.
• Strong cross-functional influence — this role has no direct reports over Sales or Delivery but must drive discipline across both.

Nice To Haves

• Experience in eDiscovery, legal tech, or managed/usage-based services pricing.
• Direct experience with AI-assisted modeling tools (e.g., Claude, Copilot) for scenario or simulation work, not just traditional BI tools.
• Experience with Salesforce, CPQ, or deal-desk workflow tooling.
• Familiarity with QoE/credit-agreement addback treatment and covenant-relevant reporting.

Responsibilities

• Serve as the single gatekeeper for non-standard pricing, discounting, and complex deal structures before they go to Legal/Finance sign-off.
• Design and enforce approval workflows and escalation tiers (standard terms vs. exception vs. ELT-level approval), modeled on the same discipline already applied to sales-split and closed-deal controls.
• Ensure no deal closes with unpriced or unlogged concessions — including waived/free services (e.g., training credits) — so every giveaway is captured as a $0 promotional credit rather than invisible margin leakage.
• Own the operating cadence of the cross-functional Pricing Council (FP&A, Rev Ops, Sales, Marketing, ELT stakeholders), including agenda, data package, and follow-through on action items.
• Translate Council direction into documented pricing policy, discounting guardrails, and approval matrices — this role executes and enforces strategy set collectively, not in isolation.
• Maintain one consistent view of pricing across the full portfolio — services, managed services/SaaS, and support — so no offering is priced in a silo.
• Build AI-assisted pricing tools, not manual models: scenario tools, calculators, and Monte Carlo-style simulations run through AI-assisted platforms, with the analyst validating and interpreting output rather than hand-building every calculation.
• Automate recurring analyses (margin/discount trend tracking, deal-outcome pattern detection) so cycle time drops and consistency improves.
• Bring enough modeling fluency to build, validate, and challenge AI-generated outputs — the bar is analytical judgment and structuring, not manual Excel throughput.
• Partner with Sales and Delivery on strategic and structurally complex deals (e.g., platform transitions, dual-hosting/dual-cost scenarios, Second Request work) to catch cost exposure before contracts sign — not after.
• Flag and quantify hidden cost overlap (e.g., concurrent third-party licensing and proprietary platform hosting during a client transition) as part of deal review, not as a post-close finance discovery.
• Distinguish revenue-driven pricing actions from structural/cost-side changes for downstream QoE and credit-agreement addback purposes, in partnership with FP&A.
• Own pricing/quote data hygiene in SFDC/CPQ — no deal desk decision should run on a hardcoded or unvalidated number.
• Ensure every priced deal is tagged correctly to the segment/SKU structure (L1/L2/L3 revenue reporting framework) so pricing outcomes roll up cleanly to board and lender reporting.
• Build and maintain KPI reporting on margin, discounting variability, deal velocity, and Council-adopted tooling.

Benefits

• Reduction in unpriced/unlogged concessions and margin leakage on complex or transitional deals.
• Deal desk cycle time and reduction in discounting variability.
• Adoption and effectiveness of AI-assisted pricing tools (measured reduction in manual model-build time).
• Clean, audit-ready pricing data flowing into segment/SKU and lender-facing reporting with no manual bridges.
• Pricing Council cadence held consistently, with documented decisions and follow-through.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed