synthesia - Deal Strategy Analyst - EMEA
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Requirements
• 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 escalate appropriately • Comfort building and interpreting deal models in Excel or Google Sheets — ARR/TCV splits, multi-year commit scenarios, discount waterfall logic • 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. • 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 • In addition to being a part of a great team, working in a fun and innovative environment, we offer... • 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. • UK Benefits (for region-specific, see here https://synthesia.notion.site/Benefits-262c16d22bf181b28b68d963d0ec706b?source=copy_link)
Responsibilities
• 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 escalate 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 • Manage 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
Benefits
• Work from home set up. • A huge opportunity for career growth as you’ll help shape a market-defining product. • UK Benefits (for region-specific, see here)
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