Deal Strategy Director

Welcome to the video-first world

From your everyday PowerPoint presentations to Hollywood movies, AI will transform the way we create and consume content. Today, people want to watch and listen, not read — both at home and at work. If you’re reading this and nodding, check out our brand video .

Despite the clear preference for video, communication and knowledge sharing in the business environment are still dominated by text, largely because high-quality video production remains complex and challenging to scale—until now…

Meet Synthesia

We’re on a mission to make video easy for everyone. Born in an AI lab, our AI video communications platform simplifies the entire video production process, making it easy for everyone, regardless of skill level, to create, collaborate, and share high-quality videos. Whether it’s for delivering essential training to employees and customers or marketing products and services, Synthesia enables large organizations to communicate and share knowledge through video quickly and efficiently. We’re trusted by leading brands such as Heineken, Zoom, Xerox, McDonald’s, and more.

In 2023, we were one of 7 European companies to reach unicorn status. In February 2024, G2 named us as the fastest-growing company in the world. We’ve raised over $150M in funding from top-tier investors, including Accel, Nvidia, Kleiner Perkins, Google, and top founders and operators including Stripe, Datadog, Miro, Webflow, and Facebook.

About the role…

The Deal Strategy Lead will be a key participant in our commercial processes. You will own our deal desk and proposal management operations, enabling salespeople in crafting complex, non-standard commercial proposals, ensuring adherence to commercial, legal, security and financial processes, and helping build scalable, repeatable processes that allow us to maintain deal velocity.

Responsibilities:

1. Process definition
   • Creating, documenting and implementing deal desk processes in coordination with legal, finance and operations stakeholders.
   • Ensuring that sales team members are aligned with and have an understanding of what is required of them.
   • Working with operations to automate processes where possible, and operationalise processes where not.
2. Team management
   • Overseeing a team of deal desk associates and proposal managers.
   • Identifying gaps in our deal desk team and developing hiring plans to suit.
3. Deal Operations
   • Ensuring our sales and customer success teams can seamlessly craft commercial proposals for our prospect and customers.
   • Working within an SLA to ensure a fast, efficient speed-of-response for our commercial users.
   • Serve as the point of contact and subject matter expert on pricing, discounts, commercial terms, financial guidelines and deal structure.
   • Partner with Ops, Legal and Finance to review or address revenue recognition or commercial contracting concerns for non-standard deal structures.
   • Own quote document generation, management and e-signature.
4. Process adherence
   • Ensure adherence to our quote-to-contract processes and policies.
   • Work within defined approval and escalation processes.
   • Act as the point of convergence for all deals, ensuring that users are provisioned correctly, legal documents are properly managed and providing Finance and Accounting teams with context and clarification on complex deal structures and how they are to be treated as it relates to invoicing, revenue recognition etc.

Skills and Experience:

• 3+ years of experience in a Deal Desk leadership role within a global sales team in a SaaS business.
• Deep experience of hands-on deal desk work in both a deal strategy and order management capacity.
• Solid understanding and experience with CPQ (configure, price, quote) tools and processes.
• Experience working with security questionnaires, RFPs, vendor registration forms and other commercial/bid management documentation.
• Proven ability to own and run complex deals end-to-end, encompassing commercials, legal, security and finance.
• Solid understanding of SaaS business models and subscription pricing/management.
• Solid understanding of finance and accounting processes as they relate to SaaS, including billing, invoicing, revenue recognition.
• Prior experience working closely across GTM, Legal, and Finance functions.
• Experience with Salesforce CPQ; Ironclad and Stripe is desirable, but not essential.

You are:

• A fast, flexible team player with a focus on enablement.
• A strong character who can enforce process adherence.
• Highly organized and able to run multiple work streams simultaneously.
• Numerical and analytical.
• Empathetic to the role of a sales professional.

Location: London or UK Remote

Benefits

• Private Medical Insurance (London)
• 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 and company retreats + free office snacks and regular tasty lunches! (London)
• A generous referral scheme.
• Pension contribution/salary sacrifice. (London)
• A brand new computer + monitor and an additional home office set-up budget.
• A huge opportunity for career growth as you’ll help shape a market-defining product.

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