Deal Desk Analyst

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines.  Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

The Deal Desk Analyst reports into the finance function and provides advise, sales support, and commercial guidance to internal teams in support of growing our global customer base. This role requires a background in SaaS pricing and commercial terms, a strong understanding of pricing frameworks, and experience supporting sales through negotiations.

The candidate will have experience with SaaS products including new business and renewal strategies and a background in supporting selling motions. The candidate will be capable of assuming tasks and responsibilities with minimal supervision, have strong communication skills and executive presence to effectively communicate with Smarsh leadership. You will love this job if you are a natural relationship and mechanism builder.

• Work directly with customers, sales teams, sales leaders, services/support teams, and business unit leaders to advise on deal structures, establish compelling commercials, and drive closure of customer issues.
• Develop product knowledge and work with product and solutions delivery teams to help define commercial offerings.
• Understand the business and technical requirements of our customers and partners, advising sales teams on the best approach (balancing risk between custom terms and internal system limitations).
• Work cross-functionally to develop global mechanisms for deal management and sizing (sales intake, approval matrixes, systems of record, contracting mechanisms, billing enablement, new commercial constructs, and booking valuation policies).
• Evaluate and model pricing proposals for new and existing offerings based on customer requirements and in accordance with business processes and solutions.
• Prepare cost models, margin assessments, and booking valuations for review and approval by Smarsh leadership.
• Provide input to produce required documentation for new services, extensions and renewals. 
• Provide administrative support for effective management and tracking of pricing proposals, booking valuations, and approval decisions. 
• Operate as a team member supporting a global consulting and sales operation to advise on methods to improve business processes through interaction with order management, sales operations, revenue operations and finance teams ensuring alignment on opportunities and supporting reporting, quoting and booking processes. Support complex negotiations involving bespoke commercial and legal agreements.
• Quickly build credibility and trust with internal customers.
• Provide strong support, communication, and persuasion skills including cross-functional teams and senior leaders.
• Other Duties as Assigned. 

• BA/BS degree in Business, Technology, Finance, or Economics.
• 4+ years of experience in deal management/procurement/pricing strategy/financial consulting/legal.
• Experience working in ambiguous, quickly scaling environments, comfortable with high-agency..Strong communication, presentation, negotiation, and project management skills.
• Experience working in Payments and/or SaaS.
• Other related combination of education and experience. 

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.