Strategic Deal Manager
Recorded Future
With 1,000 intelligence professionals, over $300M in sales, and serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!
About the Role
We're hiring a Strategic Deal Manager to help shape and scale how we structure, position, and inspect complex deals. As one of the first hires focused on building out our Deal Desk capabilities, you’ll be instrumental in improving win rates and increasing deal size through creating scalable processes and systems, refining deal quality, partnering cross-functionally, and direct client engagement.
You’ll sit at the intersection of Sales, Finance, Legal, and Order Management, acting as a trusted partner to reps while enforcing pricing consistency and approval discipline. Your focus will be on both utility (making deals happen) and structure (making deals scalable). This is a role for someone who understands the balance between qualitative deal experience and quantitative business rigor.
Key Responsibilities
Deal Structuring & Strategy
- Guide reps on how to position pricing and structure deals across various deal events including new business, renewals, and off cycle contract adjustments.
- Inspect opportunities for structure, terms, and compliance with internal policies.
- Partner in negotiations with reps and clients, providing strategic pricing input and contract recommendations.
- Problem-solve complex deal scenarios to create win-win outcomes for the customer and Recorded Future.
Pricing Operations & Enablement
- Operationalize and support new pricing and deal initiatives, including training reps on pricing rules, discounting, and renewal uplift standards.
- Create scalable documentation, tools, and guardrails to drive pricing discipline and deal quality.
- Ensure deals flow correctly from quote to order—spotting gaps and inefficiencies in the process.
- Surface insights from deal data to inform GTM strategy and deal management.
Systemize & Scale Deal Inspection
- Set up processes and approval chains to reduce friction and ensure alignment with internal controls.
- Work closely with systems teams to evolve CPQ tools and Salesforce workflows.
- Collaborate with Order Management to ensure clean bookings, particularly on non-standard deals or complex structures.
- Audit deals for completeness, compliance, and alignment with internal policies.
What You Bring
Must-Haves:
- 5+ years of experience in Deal Desk, Sales Operations, or GTM Strategy at a B2B SaaS company.
- Customer-facing experience in proposal delivery or deal negotiation.
- Deep understanding of SaaS pricing models, deal mechanics, and enterprise sales motions.
- Strong experience in Salesforce and CPQ systems (Salesforce CPQ preferred).
- Analytical mindset with strong attention to detail and ability to interpret complex deal data.
- Proven ability to build scalable processes while staying agile and pragmatic.
Nice-to-Haves:
- Experience standing up a Deal Desk function or transforming immature deal operations.
- Background in cybersecurity or other regulated SaaS environments.
- Experience with renewal pricing strategy and uplift mechanics.
- Prior experience in Finance or Legal operations related to contracting or deal approvals.
What Success Looks Like
- Complex deals are structured faster, with better win rates and consistent pricing rules.
- Sales reps are empowered, not just supported—because processes and training make doing the right thing easy.
- Pricing model updates are rolled out cleanly and absorbed across teams.
- The Deal Desk function evolves into a strategic asset that drives top-line efficiency.
Why should you join Recorded Future?
Recorded Future employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.8-star user rating from Gartner and more than 45 of the Fortune 100 companies as clients.
Want more info?
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We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day.
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Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.
Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.
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Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes.
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