Grafana’s Commercialization & Pricing team is looking for a Senior Deal Manager. The Senior Deal Manager will support the Go-to-Market (GTM)) & Finance teams on value & pricing positioning, deal structuring, deal negotiations, deal execution (e.g. quote creation, custom terms, deal bookings), pricing policy development & governance, and deal pricing analytics. This role is also expected to take on strategic projects to help the Commercialization & Pricing team scale to drive business impact for Grafana Labs. 

The Senior Deal Manager will be an individual contributor (IC) role and will report directly to the head of the Commercialization & Pricing function. The Commercialization & Pricing function at Grafana Labs includes Pricing Strategy, Competitive Strategy, and Deal Strategy and its charter is to drive sustainable, long term revenue growth for Grafana Labs. 

Responsibilities

  • Support customer facing pricing discussions
  • Recommend deal pricing frameworks and discount strategy
  • Support end to end deal execution including quote approval process, non-standard deal requirements & commercial terms, and deal review cycle in partnership with Finance, Legal, and Product & Engineering teams
  • Develop best practices & governance for deal structuring, discounting, and special terms in partnership with Finance, Legal, and GTM teams
  • Drive system & process improvements for end to end deal execution (e.g. CPQ system improvements, deal bookings policy)

Requirements

  • 5+ years of experience in deal strategy, deal desk, or pricing in enterprise B2B SaaS 
  • Strong knowledge of deal structuring and negotiation, bookings policies and revenue recognition for subscription models for both cloud and on-prem scenarios
  • Strong analytical skills and experience with profitability analysis and pricing strategy
  • Excellent verbal and written communication skills 
  • Familiarity with working with Sales, Finance, and Legal teams in a deal desk or commercial-selling function
  • Capable of explaining concepts clearly and credibly across all levels of the organization
  • Ability to build relationships and work collaboratively to drive results

In the United Kingdom, the Base compensation range for this role is £85,000 - £102,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.

 
About Grafana Labs: There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).
 
Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.
 
Equal Opportunity Employer: At Grafana Labs we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If you're excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways.
 
We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization as we grow.
 
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