Deal Strategy Specialist
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 https://www.youtube.com/watch?v=UVNUCBUrHL0.
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. Read stories from happy customers https://www.synthesia.io/case-studies and what 1,200+ people say on G2 https://www.g2.com/products/synthesia/reviews#reviews.
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 Specialist is a commercial operator embedded in Synthesia's Revenue Operations function. This is a deal desk role with depth — you’ll partner directly with AE/CSMs, Sales leadership, Finance, and Legal across the NAMER region to structure, price, and approve deals that are commercially sound, operationally clean, and built to close.
You will support the deal review process for NAMER: from first submission through approval routing, exception triage, and post-signature hygiene. You’re a day-to-day partner to AE/CSMs on standard deals, escalating non-standard structures to senior team members.
We are looking for someone with strong technical foundations — Salesforce fluency, revenue recognition awareness, and comfort working in CPQ environments — alongside developing commercial judgement and a willingness to learn the craft of deal structuring.
What You'll Do:
Deal Review & Structuring
- Review deal submissions from NAMER Strategic 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 NAMER 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 NAMER 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
What We're Looking For:
Experience & Technical Skills
- 3 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
What You'll Bring:
- 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.
- NAMER-based and comfortable spanning broader American deal cycles.
Nice to Have:
- 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 NAMER-specific commercial nuances: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements