At a Glance
- Tasks: Join our team to structure and approve deals that drive success across EMEA.
- Company: Fast-growing Series E start-up in the SaaS industry.
- Benefits: Competitive salary, stock options, generous leave, and health support.
- Other info: Collaborative culture with regular socials and a focus on professional development.
- Why this job: Shape a market-defining product while growing your career in a dynamic environment.
- Qualifications: 2+ years in Deal Desk or Sales Operations with Salesforce experience.
The predicted salary is between 60000 - 80000 £ per year.
Location: London
Employment Type: Full time
Location Type: Hybrid
Department: Commercial Revenue Operations
Deal Strategy
About the role
The Deal Strategy Analyst is a commercial operator embedded in Synthesia's Revenue Operations function. This is a deal desk role with depth — you’ll partner directly with AE/CSMs, Sales leadership, Finance, and Legal across the EMEA region to structure, price, and approve deals that are commercially sound, operationally clean, and built to close. You will support the deal review process for EMEA: from first submission through approval routing, exception triage, and post-signature hygiene. You’re a day‑to‑day partner to AE/CSMs on standard deals, escalating non‑standard structures to senior team members. We are looking for someone with strong technical foundations — Salesforce fluency, revenue recognition awareness, and comfort working in CPQ environments — alongside developing commercial judgement and a willingness to learn the craft of deal structuring.
What You’ll Do:
- Deal Review & Structuring: Review deal submissions from EMEA AE/CSMs for compliance with pricing policy, discount schedules, and approval thresholds — approving standard deals and routing exceptions to senior reviewers. Support modelling of multi‑year, multi‑product deals — building ARR, TCV, and per‑seat/platform fee scenarios under the guidance of senior team members. Spot common commercial risks in deal structures and flag them to senior team members or the Manager for review. Triage exception requests, gather supporting context from the AE/CSM, and prepare them for review by senior team members with clear documentation.
- Commercial Operations & Systems: Manage deal data integrity in Salesforce — ensuring opportunity records, pricing fields, and approval audit trails are accurate and complete. Work within DealHub (CPQ) to validate deal configurations, flag misconfigurations, and elevate system issues during the deal review workflow. Support ARR and revenue recognition hygiene by flagging deal structures that may create recognition complexity for senior review. Assist with maintaining Deal Desk playbooks, floor pricing references, and discount schedule documentation.
- Stakeholder Partnership: Act as a first point of contact for EMEA AE/CSMs on standard commercial queries and deal submission questions, escalating senior or complex requests as needed. Coordinate with Finance and Legal on routine deal questions, escalating non‑standard commercial terms or booking issues to senior team members. Communicate approval decisions clearly — explaining the why, not just the outcome, and building AE/CSM trust through consistency and speed. Managing inbound deal desk cases from the EMEA field — triaging requests from AE/CSMs via the shared deal desk mailbox, tracking case status, and ensuring SLAs are met for standard submissions.
- Process Ownership: Maintain deal log accuracy, hit SLAs consistently, and surface observations on recurring approval patterns to the Manager. Flag recurring exceptions to the Director that may signal a gap in the approval framework. Help roll out new commercial policies into the EMEA field by maintaining documentation and supporting enablement sessions.
Experience & Technical Skills:
- At least 2 years of experience in a Deal Desk, Sales Operations, Revenue Operations, or commercial finance role in a B2B SaaS company.
- Hands‑on Salesforce experience — you can navigate opportunity records, run reports, and maintain deal data accuracy without hand‑holding.
- Familiarity with CPQ systems (DealHub, Salesforce CPQ, or similar) — you understand how deal configurations map to pricing outputs.
- Working knowledge of revenue recognition principles (ASC 606 / IFRS 15) — enough to identify when a deal structure creates a recognition issue and elevate appropriately.
- Comfort building and interpreting deal models in Excel or Google Sheets — ARR/TCV splits, multi‑year commit scenarios, discount waterfall logic.
What You’ll Bring:
- Working understanding of SaaS commercial mechanics: ARR, TCV, per‑seat pricing, platform fees, multi‑year discounting.
- Clear, confident communicator — comfortable fielding questions from AE/CSMs and asking for help when a deal is outside your remit.
- Highly organised with a low error rate on repetitive, process‑driven tasks.
- Proactive by default — you flag problems early rather than waiting to be asked.
- EMEA‑based and comfortable spanning UK, DACH, Nordics, and broader European deal cycles.
Nice to Have:
- Experience with CLM platforms (Ironclad, LinkSquares, Luminance, or similar).
- Exposure to AWS Marketplace or other cloud marketplace deal mechanics.
- Experience supporting a Deal Desk or RevOps tooling implementation.
- Familiarity with NetSuite for order management or billing workflows.
- Knowledge of EMEA‑specific commercial nuances: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements.
Benefits:
- A competitive salary + stock options in our fast‑growing Series E start‑up.
- Paid parental leave entitling primary caregivers to 16 weeks of full pay, and secondary 5 weeks of full pay.
- 25 days of annual leave + public holidays in the country where you are based.
- Cycle to work scheme (London).
- Regular socials.
- Private Medical Insurance (Medical History Disregarded basis) including mental health support, dental & vision, cashback and gym discounts. (UK)
- A generous referral scheme.
- Pension contribution/salary sacrifice.
- Work from home set up.
- A huge opportunity for career growth as you’ll help shape a market‑defining product.
Hybrid EMEA Deal Desk Strategist (SaaS) employer: SLAMcore
At Synthesia, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation in the heart of London. Our hybrid work model provides flexibility while our competitive benefits, including generous parental leave, private medical insurance, and ample career growth opportunities, ensure that our employees feel valued and supported. Join us to be part of a fast-growing Series E start-up where your contributions directly shape a market-defining product.
StudySmarter Expert Advice🤫
We think this is how you could land Hybrid EMEA Deal Desk Strategist (SaaS)
✨Tip Number 1
Network like a pro! Reach out to people in your industry on LinkedIn or at events. A friendly chat can lead to opportunities that aren’t even advertised yet.
✨Tip Number 2
Prepare for interviews by practising common questions and scenarios related to deal structuring and SaaS operations. We want you to feel confident and ready to showcase your skills!
✨Tip Number 3
Don’t forget to follow up after interviews! A quick thank-you email can keep you top of mind and show your enthusiasm for the role. It’s a small gesture that goes a long way.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, we love seeing candidates who are proactive about their job search.
We think you need these skills to ace Hybrid EMEA Deal Desk Strategist (SaaS)
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Deal Desk Strategist role. Highlight your experience with Salesforce, CPQ systems, and any relevant deal structuring skills. We want to see how your background aligns with what we're looking for!
Show Off Your Communication Skills:Since this role involves a lot of collaboration with AE/CSMs and other teams, it's crucial to demonstrate your clear and confident communication style. Use examples in your application that showcase how you've effectively communicated complex ideas in the past.
Highlight Your Organisational Skills:Being highly organised is key in this role. Share specific instances where you managed multiple tasks or projects simultaneously without dropping the ball. We love seeing candidates who can juggle responsibilities while maintaining accuracy!
Apply Through Our Website:We encourage you to submit your application directly through our website. It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it shows you're keen on joining our team at StudySmarter!
How to prepare for a job interview at SLAMcore
✨Know Your Numbers
Make sure you brush up on key metrics like ARR, TCV, and pricing structures before the interview. Being able to discuss these confidently will show that you understand the commercial mechanics of SaaS and can hit the ground running.
✨Master Salesforce and CPQ Systems
Since hands-on experience with Salesforce and CPQ systems is crucial for this role, be prepared to talk about your past experiences with these tools. Consider bringing examples of how you've used them to manage deal data or streamline processes.
✨Prepare for Scenario Questions
Expect to face scenario-based questions where you'll need to demonstrate your problem-solving skills. Think about common commercial risks in deal structures and how you would address them, as well as how you would handle exceptions in the approval process.
✨Show Your Communication Skills
As a Deal Desk Strategist, clear communication is key. Be ready to explain complex concepts simply and effectively. Practice articulating your thought process when discussing deal submissions or collaborating with AE/CSMs to build trust and rapport.
