Deal Pricing Manager
As a Deal Pricing Manager, you will be a lead navigator in shaping SailPoint’s future by structuring deals that optimize for revenue growth, profitability, and customer satisfaction. This role sits at the intersection of Sales, Finance, Product, and Deal Pursuit and will be central to GTM cross‑functional strategy & execution. Reporting to the Director of Global Deal Pricing, this senior individual contributor role will serve as a strategic commercial partner for Sales leadership within a geographic region. If you’re passionate about outsmarting cybercriminals and want to work where your commercial expertise directly moves the needle, come join us. We do hard things with good people. (Note: Smart Jerks need not apply.)
Key Responsibilities
- Lead pricing and structuring of complex, enterprise SaaS deals within your Sales region.
- Evaluate and approve non‑standard deal terms that align with company financial goals.
- Partner with Sales to construct deal shapes that improve transaction‑level profitability, increase upsell opportunity, and maximize renewal value.
- Collaborate with cross‑functional stakeholders to address GTM challenges, including Sales & GTM leadership on deal commercial strategy, Finance on forecasting, revenue recognition, and risk mitigation, Product on packaging, pricing policy, and monetization strategy, and Contracting & Deal Desk on reducing contractual risk.
- Build and refine deal‑level financial models and analyze macro‑level deal pricing trends such as product price elasticity, competitive positioning, and deal discounting to influence and shape GTM commercial strategy.
First 90 Days
- First 30 days: Get situated in the role, meet team members, introduce yourself to key business partners, and complete onboarding and training.
- Within 60 days: Ramp up product pricing knowledge, begin reviewing deals, and build credibility & influence with Sales leadership in your region.
- Within 90 days: Identify risks & opportunities within your sales region; develop a plan to address possible GTM strategic gaps to help drive the business forward.
Success Factors
- Deal Review Impact: Measure potential improvements in deal velocity & field sales productivity from optimizing and scaling deal review processes.
- Deal Economic Health KPIs: Analyze discount trends, win rates, and strategic product revenue growth to influence Sales in signing deals that better align with GTM strategy.
- Measuring ROI of GTM Commercial programs: Analyze performance of SailPoint GTM’s big bets, leveraging data‑driven insights to inform leadership of potential risks and help accelerate margin‑accretive revenue growth.
Minimum Qualifications
- 5+ years in Deal Pricing, Deal Desk, GTM Finance, or Commercial Strategy in SaaS.
- Demonstrated success in structuring and helping Sales close large‑scale, high‑impact B2B enterprise SaaS technology deals on a quarterly cadence.
- Advanced financial modelling in Excel & understanding of SaaS metrics (ARR, Operating Margin, CAC, LTV).
- Proven track record of acting as a “trusted advisor” to senior Sales executives (VP/SVP level).
- Experience with Salesforce and CPQ platforms.
- Ability to lead and influence cross‑functional GTM stakeholders.
- Familiarity with key revenue recognition principles (e.g., ASC606).
- Excellent project management, presentation, and communication skills.
- Open‑minded to nautical references.
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
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