Director, Business Development & Deal Lead - Commercial
Position Summary
Veritone’s GTM organization is at a pivotal moment as we both grow our SaaS solutions and a high-scale Agentic AI ecosystem. The Special Situations team is a small, elite group responsible for executing the company’s most complex, high-stakes, and non-standard commercial opportunities. As a Deal Lead, you will sit at the intersection of Sales, Finance, Legal, and Product. You will be responsible for the end-to-end execution of "outlier" deals—those that don't fit into a standard playbook but represent significant strategic value or massive revenue potential. These may include large-scale data licensing partnerships, sovereign AI infrastructure builds, or complex multimodal transformations for global media conglomerates. This is a hands-on execution role for a strategist who can navigate ambiguity, architect creative commercial structures, and drive internal consensus across the highest levels of the organization.
What You'll Do
Lead Complex Deal Cycles: Manage the strategy and execution for Veritone’s most complex, "bespoke" commercial opportunities from inception to close.
Architect Creative Structures: Design non-standard commercial models, including consumption-based pricing, revenue-share frameworks, and strategic joint ventures.
Drive Internal Consensus: Act as the "deal quarterback," aligning stakeholders across Legal, Finance, Product, and Engineering to approve and support unique deal requirements.
Lead High-Stakes Negotiations: Direct the negotiation strategy for large-scale enterprise agreements, ensuring Veritone’s long-term interests and "Source of Truth" principles are protected.
Develop New Playbooks: Distill learnings from "Special Situations" into repeatable frameworks that can eventually be scaled across the broader GTM organization.
Cross-Functional Partnership: Work closely with the CEO, CRO, and CFO to evaluate the strategic trade-offs of major partnerships.
Market Sensing: Identify emerging market shifts and "special" competitive threats to inform our corporate strategy.
What You'll Need
8+ years of experience: In high-stakes environments such as investment banking, management consulting, corporate development, or "Special Situations" desks at major tech firms.
Deal Architecting: A proven track record of closing multi-million dollar deals that required unique structural or legal creativity.
Executive-Level Negotiation: Experience leading negotiations with C-suite executives at global Fortune 500 companies.
Technical & Financial Fluency: The ability to model complex financial outcomes while deeply understanding AI technical constraints (e.g., inference costs, data provenance, and tokenization).
Strategic Reasoning: Exceptional ability to synthesize complex information and provide clear, decisive recommendations to leadership.