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. Ideal candidates possess strong deal strategist backgrounds, with a proven track record at enterprise SaaS technology companies with recurring revenue business models. 

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: 

Strategic Deal Architecture 

• Lead pricing and structuring of complex, enterprise SaaS deals within your Sales region 

• Evaluate & 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 

Cross-Functional Partnership 

• Collaborate with cross-functional stakeholders to address complex 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 

• Contracting & Deal Desk on reducing contractual risk 

Pricing Analytics 

• Build and refine deal-level financial models 

• Analyze macro-level deal pricing trends such as product price elasticity, competitive positioning, and deal discounting to influence and shape GTM commercial strategy 

Your First 90 Days: Onboarding for Success 

• First 30 Days: The initial focus will be on getting situated in the role. This includes meeting team members, introducing yourself to key business partners, and completing onboarding and training. 

• Within 60 Days: Ramp product pricing knowledge, begin to review deals, and start to 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 - The key metrics for your success in this role include: 

• Deal Review Impact 

• Measure potential improvements in deal velocity & Field Sales productivity from your efforts to optimize & scale deal review processes 

• Deal Economic Health KPIs: Analyze discount trends, win rates, and strategic product revenue growth to help 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 helping accelerate margin-accretive revenue growth 

Minimum Qualifications - These metrics help in evaluating the overall impact of Deal Pricing efforts on business growth and ensuring alignment with GTM priorities: 

• 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. ASC 606) 

• Excellent project management, presentation, and communication skills 

• Open-minded to bountiful nautical references