At a Glance
- Tasks: Lead pricing strategies for complex SaaS deals and collaborate with cross-functional teams.
- Company: Join SailPoint, a leader in cybersecurity solutions with a focus on innovation.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Other info: Dynamic work environment with a commitment to diversity and inclusion.
- Why this job: Make a real impact by optimising deals that drive revenue and customer satisfaction.
- Qualifications: 5+ years in Deal Pricing or Commercial Strategy within SaaS; strong financial modelling skills.
The predicted salary is between 60000 - 80000 £ per year.
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.
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
- 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
SailPoint is an equal opportunity employer and we welcome all qualified candidates to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Deal Pricing Manager employer: SailPoint
SailPoint is an exceptional employer that fosters a dynamic work culture in Greater London, where innovation and collaboration thrive. Employees benefit from comprehensive growth opportunities, including training in cutting-edge digital sales techniques, while enjoying a supportive environment that values diversity and effective communication. Join us to be part of a team that is making a meaningful impact in the identity industry.
StudySmarter Expert Advice🤫
We think this is how you could land Deal Pricing Manager
✨Tip Number 1
Network like a pro! Reach out to people in your industry, especially those who work at SailPoint or similar companies. A friendly chat can open doors and give you insights that might just land you an interview.
✨Tip Number 2
Prepare for the interview by understanding SailPoint's products and market position. Show us you’re not just another candidate; demonstrate how your skills can directly contribute to our goals in deal pricing and revenue growth.
✨Tip Number 3
Practice your pitch! Be ready to discuss your past experiences with structuring deals and how you've influenced sales strategies. We want to hear about your successes and how you can bring that magic to our team.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows us you’re genuinely interested in being part of our team at SailPoint.
We think you need these skills to ace Deal Pricing Manager
Some tips for your application 🫡
Tailor Your CV:Make sure your CV reflects the skills and experiences that align with the Deal Pricing Manager role. Highlight your experience in structuring SaaS deals and any relevant financial modelling expertise to catch our eye!
Craft a Compelling Cover Letter:Use your cover letter to tell us why you're passionate about this role and how your background makes you the perfect fit. Share specific examples of your successes in deal pricing or commercial strategy to really stand out.
Showcase Your Analytical Skills:Since this role involves analysing deal pricing trends and financial models, make sure to mention any relevant tools or methodologies you've used. We love seeing candidates who can back up their claims with data-driven insights!
Apply Through Our Website:We encourage you to apply directly through our website for the best chance of getting noticed. It’s the easiest way for us to keep track of your application and ensure it reaches the right people!
How to prepare for a job interview at SailPoint
✨Know Your Numbers
As a Deal Pricing Manager, you'll need to be comfortable with financial metrics. Brush up on key SaaS metrics like ARR, CAC, and LTV. Be ready to discuss how these numbers influence deal structuring and pricing strategies.
✨Understand the Cross-Functional Landscape
This role requires collaboration across various teams. Familiarise yourself with how Sales, Finance, and Product interact in deal-making. Prepare examples of how you've successfully navigated cross-functional partnerships in the past.
✨Showcase Your Strategic Thinking
Be prepared to discuss your approach to deal architecture and how you’ve optimised deals for revenue growth and customer satisfaction. Think of specific instances where your strategic insights led to successful outcomes.
✨Prepare for Scenario Questions
Expect questions that assess your problem-solving skills. Think about complex deal scenarios you've faced and how you approached them. Practising these will help you articulate your thought process clearly during the interview.
