Director, Commercial Deals & Pricing

The Director, Commercial Deals & Pricing is the hands-on operational leader who partners directly with Sales and Business Development to structure, evaluate, and move individual deals through to approval. You are fluent in pricing, deal terms, commercial incentive structures, and margin math, and you're the person a seller calls when a deal needs to evolve from transactional discounting to a strategic value exchange partnership.  

You'll work closely with Sales/BD, Finance, and commercial leadership to make sure deals are well-structured, properly documented, and move through approval efficiently, without compromising on margin or deal quality. The ideal candidate has strong deal finance instincts, experience working on enterprise-level accounts, and is equally comfortable partnering on complex, custom deals and driving teams to standardized models. 

• Serve as the primary strategic partner for Sales/BD on individual deal structuring, including pricing, packaging, discounting, credits, and non-standard terms. 

• Review and stress-test deal economics (rate, spend commitments, margin impact) before deals move to approval. 

• Advise sellers in real time on how to structure a deal using deal model templates and account data. 

• Operate within existing commercial guardrails where possible, identify when a deal needs escalation or an exception, and drive alignment on a resolution. 

• Own day-to-day operation of the deal approval process: intake, triage, documentation review, and routing deals to the right approver based on the delegation of authority framework. 

• Prepare individual deals for executive review, including your clear, data-driven recommendations. 

• Track deals through the pipeline to resolution, following up with Sales, Finance, and approvers to keep things moving and unblock stalled deals. 

• Maintain accurate, up-to-date records of deal terms, approvals, and exceptions in Salesforce and supporting tools. 

• Work closely with Finance/Deal Finance to validate margin and spend assumptions on individual deals. 

• Partner with Legal as needed on non-standard terms within specific deals. 

• Escalate deals that fall outside existing guardrails to commercial leadership with a clear recommendation and supporting analysis. 

• Act as a feedback channel from the field back to commercial leadership, surfacing recurring deal patterns, friction points, or gaps in existing guidance. 

• Ensure every deal that reaches approval has complete, standardized documentation. 

• Use and help refine existing deal templates, calculators, and reporting tools. Development new frameworks where needed. 

• Identify recurring issues or bottlenecks in the deal review process and suggest practical fixes. 

• 8+ years of experience in deal desk, commercial operations, deal finance, or a related function, ideally in SaaS or ad tech. 

• Strong, hands-on experience structuring and reviewing individual commercial deals, including pricing, discounting, incentive structures, and non-standard terms. 

• Comfort working at deal volume, managing multiple live deals at once with strong attention to detail and turnaround time. 

• Solid financial acumen. You understand margin math, spend commitments, and rate structures, and can explain the details clearly to sellers and approvers. 

• Experience working directly with Sales/BD in a deal-support capacity; able to push back constructively on deal terms while maintaining a good working relationship. 

• Working knowledge of Salesforce and standard deal/commercial tooling. 

• Clear, direct communication skills. You are comfortable summarizing deal recommendations for approvers, including senior leadership.