Enterprise Deal Desk & Pricing Analyst, Scale AI

• 3+ years in finance, deal desk, sales operations, management consulting, or a high-growth startup
• A penchant for digging deep into data, thinking from first principles, and exercising sound judgment in the face of ambiguity
• A strong orientation toward driving outcomes, with experience building process and aligning cross-functional stakeholders to deliver results
• Ability to work and build effective relationships across functions and seniority levels
• A keen interest in sales, deals, and commercial transactions
• Excellent qualitative and quantitative analytical skills
• Strong knowledge of Google Suite and MS Office; Salesforce
• Strong financial modeling skills with high attention to detail

Desirable

• Owns day-to-day deal pricing execution for Enterprise, including pricing calculations, staffing inputs, and dashboard reporting that gives Sales and Deal Desk leadership visibility into deal status, pricing, and margin
• Partners with the Deal Desk Manager on customer deal structuring and on identifying ways to accelerate the deal approval process
• Deal Pricing Execution:
• Manages day-to-day deal pricing calculations for Enterprise deals, including ROI modeling and EPD staffing inputs
• Applies existing pricing frameworks consistently across Land, Expansion, and Framework deals
• Partners with the Deal Desk Manager to design customer-specific deal structures for non-standard or complex deals
• Pricing & Deal Status Reporting:
• Builds and maintains a pricing dashboard tracking deal status, pricing, margin, and overall deal health across the Enterprise pipeline
• Updates pricing and trend reporting to keep leadership current on where deals stand and how pricing is trending against targets
• Process Optimization:
• Identifies bottlenecks in the deal review & approval process and proposes ways to accelerate cycle time
• Helps standardize and streamline recurring pricing/approval steps into repeatable, lower-friction workflows
• Tracks deal approval cycle time and surfaces trends to inform process improvements
• Cross-Functional Deal Coordination:
• Owns deal crafting end-to-end from initial pricing/modeling through contract review, coordinating with sales management, reps, and internal stakeholders
• Ensures the relevant stakeholders (Accounting, Finance, EPD, Legal) review and approve deals at the appropriate stage before they progress
• Routes deal packages to the correct reviewers and tracks open items so deals aren't stalled waiting on sign-off
• Strategic & GTM Support:
• Tackles ambiguous, open-ended questions around Scale's go-to-market motion and iterates quickly on solutions that deliver measurable results
• Supports Sales and Finance leadership in quarterly strategy and planning, including forecasting and P&L analysis
• Helps scope and execute new initiatives around pricing strategy, deal modeling, proposal creation, and value engineering