Director, Commercial Deals and Pricing

About the Role

The Director, Commercial Deals & Pricing is a hands-on operational leader who partners directly with Sales and Business Development to structure, evaluate, and move individual deals through to approval. This role requires fluency in pricing, deal terms, commercial incentive structures, and margin math, serving as the go-to resource for sellers transitioning deals from transactional discounting to strategic value exchange partnerships.

Responsibilities

• Deal-by-deal commercial support: Serve as the primary strategic partner for Sales/BD on deal structuring, including pricing, packaging, discounting, credits, and non-standard terms. Review and stress-test deal economics before approval. Advise sellers in real time using deal model templates and account data. Operate within commercial guardrails, identify escalation needs, and drive alignment on resolutions.
• Deal desk operations & approvals: Manage the day-to-day deal approval process, including intake, triage, documentation review, and routing. Prepare deals for executive review with clear recommendations. Track deals through the pipeline, follow up with stakeholders, and unblock stalled deals. Maintain accurate records in Salesforce and supporting tools.
• Cross-functional coordination: Work with Finance/Deal Finance to validate margin and spend assumptions. Partner with Legal on non-standard terms. Escalate deals outside guardrails to commercial leadership with recommendations. Act as a feedback channel, surfacing recurring deal patterns and gaps in guidance.
• Quality, consistency & tooling: Ensure complete, standardized documentation for every deal. Refine and develop deal templates, calculators, and reporting tools. Identify and address recurring issues in the deal review process.

Qualifications

• 8+ years of experience in deal desk, commercial operations, deal finance, or related functions, preferably in SaaS or ad tech.
• Strong hands-on experience structuring and reviewing commercial deals, including pricing, discounting, and non-standard terms.
• Ability to manage multiple live deals with strong attention to detail and turnaround time.
• Solid financial acumen, including margin math, spend commitments, and rate structures.
• Experience working directly with Sales/BD in a deal-support capacity, balancing constructive pushback with relationship management.
• Working knowledge of Salesforce and standard deal/commercial tooling.
• Clear, direct communication skills, comfortable summarizing recommendations for senior leadership.

Benefits

• Comprehensive healthcare (medical, dental, vision) with premiums paid in full for employees and dependents.
• Retirement benefits, including a 401k plan and company match.
• Short and long-term disability coverage, basic life insurance, and well-being benefits.
• Reimbursement for certain tuition expenses.
• Parental leave, sick time, and vacation time (up to 120 hours in the first year, 160 hours thereafter).
• Around 13 paid holidays per year.
• Employee Stock Purchase Plan with discounted stock options.

Pay

The base salary range for this role is $137,300—$251,800 USD. Actual compensation may vary based on factors such as experience, skills, and location. Employees may also be eligible for stock-based compensation, variable incentives, and commissions.