Director of Deal Desk & Pricing Strategy, Applecart
$180-200k
+ Bonus / variable compensation + Equity
More information about location
3 days a week in office (Manhattan, NY)
Social graph platform for marketing
Be an early applicant
Social graph platform for marketing
201-500 employees
Be an early applicant
$180-200k
+ Bonus / variable compensation + Equity
More information about location
3 days a week in office (Manhattan, NY)
201-500 employees
Company mission
To provide the intelligence that sophisticated organizations use to power their strategy for winning over key decision makers.
Role
Who you are
- 5+ Years in Deal Desk, Revenue Operations, Pricing Strategy, Management Consulting, Investment Banking or related fields: We need someone who has seen hundreds of complex sales cycles and understands buying psychology
- Strategic Intuition: The ability to look at a raw deal and instantly identify the 2–3 pricing levers that will make it compelling for the client while protecting our bottom line
- Comfort acting as a high-stakes gatekeeper. You must be able to say "no" to a salesperson while providing a "better way" to get the deal done
- Visual Communication: Proficiency in PowerPoint isn't enough; you must understand how to present complex data so it’s easy for a client to say "yes."
- Advanced Modeling: Expert-level Excel is the floor. The ceiling is the ability to build predictive models that show where our pricing will be in 24 months
- Strong organizational skills and attention to detail - ability to own high-priority workstreams with limited oversight
- Ability and desire to thrive in a fast-paced, entrepreneurial environment while juggling multiple tasks and projects simultaneously
What the job involves
- We are hiring a Director of Deal Desk & Pricing Strategy in our New York City office
- As Director of Deal Desk & Pricing Strategy at Applecart, you will work alongside senior members of our Business Development team - who typically have 20+ years of experience at leading firms in public affairs, communications, and business development - to win new clients and grow existing accounts by supporting deal proposals throughout their lifecycle, from prospecting to close
- Our pricing is a strategic lever, not a static list
- We are looking for a Deal Architect to take the "mental model" of our leadership team and turn it into a scalable, high-conversion engine
- You will be the final word on how we structure deals, ensuring every proposal that leaves the building is optimized for both win-rate and long-term margin
- You will work closely with Sales, Business Development, Operations, Legal, Finance, and Executive Leadership to develop compelling pricing strategies and proposals for Applecart’s clients
- Reporting to the SVP, Revenue Operations, this will be a high impact role, helping drive profitable revenue growth
- Own our global pricing strategy. Constantly stress-test our margins, subscription projections, and calculators against real-world performance
- Strategic Proposal Design: Dictate the presentation and layout of pricing options to nudge client behavior toward our most successful engagement models
- Pattern Recognition: Analyze every deal (won and lost) to identify where we win and where we lose. You will codify these patterns into a pricing playbook that evolves with the market
- Architect the Deal Desk: Serve as the mandatory "final sign-off" for all client-facing pricing. You are the gatekeeper ensuring Sales presents options that make strategic sense
- Create the guardrails that allow sales to move fast without breaking our unit economics
- Collaborate with senior members of the Business Development team on preparing custom pricing proposals and subscription analyses for clients
- Address pricing-related inquiries and become the internal expert on all pricing-related matters
- Collaborate with the Finance team to manage our internal pricing tools (e.g., calculators, subscription projections, and pricing documentation)
- Utilize our CRM system to track pricing trends and offer bespoke pricing solutions to our clients
Our take
Applecart uses publicly available data, both online and offline, to create a map of real-world interpersonal relationships. Allowing clients to run more effective advertising and marketing campaigns by leveraging social influence, or word of mouth, which Applecart believes is the most powerful motivator.
Initially focused on political campaigns, Applecart worked to increase voter engagement and turnout. However, in recent years, it has expanded into commercial work, partnering with organisations such as Boeing and nonprofits like The Business Roundtable.
A key backer of Applecart is Ari Emanuel, CEO of Endeavor, a global entertainment and media agency that owns the UFC. While it's unclear if the UFC is currently a client, Emanuel's involvement signals the high-profile clients Applecart is now attracting. Further success has come in the form of Blackstone's impressive $100 million investment in Applecart, setting up 2026 to be a year of further growth for the company.
Steph
Company Specialist at Welcome to the Jungle
Insights
55% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jan 2026
$100m
LATE VC
Feb 2023
$10.4m
LATE VC
Total funding: $114.5m
Company benefits
- 35 days of Paid Time Off: 20 vacation days, 10 personal days, 5 sick days
- 14 company holidays
- Bereavement leave
- 16 weeks of fully paid parental leave inclusive of birth and adoption for primary and secondary caregivers
- Frequent company-wide and team social events such as games nights, cooking classes, summer boat cruises, paint & sip, karaoke, escape rooms, bowling, team dinners, baseball games, holiday parties, and plenty more
- Stocked fridge full of drinks and plenty of healthy (and less healthy) snacks
- Weekly happy hour and bagel breakfast
- Pre-tax commuter benefits
- $300 workstation budget to personalize your at-home or in-office space
- Hybrid in-office setup: we work from our offices in midtown Manhattan every Tuesday - Thursday and give the option to work from anywhere on Monday and Friday
- Applecart pays 75% contribution towards Medical, Dental and Vision
- 401(k) with 4% company match
- HSA and FSA
- OneMedical: On-demand primary care free to all employee whether you take our insurance or not
- Health Advocate: Personal healthcare concierge
- Teladoc: Network of virtual healthcare providers
- Talkspace: Online mental health therapy
- Headspace: Full access to the meditation app
- Kindbody: Fertility and gynecology services
Company HQ
Midtown South, New York, NY
Leadership
Matthew Kalmans
(Co-Founder & Co-CEO)Forbes 30 under 30. Co-founded Applecart while an undergraduate student at the University of Pennsylvania.
Sacha Samotin
(Co-Founder & Co-CEO)Forbes 30 under 30. Along with co-founder and co-CEO Matthew Kalmans, studied at the University of Pennsylvania, where Applecart was first launched.
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