Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

As a Deal Pricing Manager, you will be a lead navigator in shaping SailPoint's future by structuring deals that optimize for revenue growth, profitability, and customer satisfaction. This role sits at the intersection of Sales, Finance, Product, and Deal Pursuit and will be central to GTM cross-functional strategy & execution. Reporting to the Director of Global Deal Pricing, this senior individual contributor role will serve as a strategic commercial partner for Sales leadership within a geographic region. Ideal candidates possess strong deal strategist backgrounds, with a proven track record at enterprise SaaS technology companies with recurring revenue business models.

Responsibilities

Lead pricing and structuring of complex, enterprise SaaS deals within your Sales region.
Evaluate & approve non-standard deal terms that align with company financial goals.
Partner with Sales to construct deal shapes that improve transaction level profitability, increase upsell opportunity, and maximize renewal value.
Collaborate with cross-functional stakeholders to address complex GTM challenges, including Sales & GTM leadership on deal commercial strategy, Finance on forecasting, revenue recognition, and risk mitigation, and Product on packaging, pricing policy, and monetization strategy.
Work with Contracting & Deal Desk on reducing contractual risk.
Build and refine deal-level financial models.
Analyze macro-level deal pricing trends such as product price elasticity, competitive positioning, and deal discounting to influence and shape GTM commercial strategy.

Requirements

5+ years in Deal Pricing, Deal Desk, GTM Finance, or Commercial Strategy in SaaS.
Demonstrated success in structuring and helping Sales close large-scale, high-impact B2B enterprise SaaS technology deals on a quarterly cadence.
Advanced financial modelling in Excel & understanding of SaaS metrics (ARR, Operating Margin, CAC, LTV).
Proven track record of acting as a “trusted advisor” to senior Sales executives (VP/SVP level).
Experience with Salesforce and CPQ platforms.
Ability to lead and influence cross-functional GTM stakeholders.
Familiarity with key revenue recognition principles (e.g. ASC 606).
Excellent project management, presentation, and communication skills.
Open-minded to bountiful nautical references.

Experience Level

Senior individual contributor

About the Company

SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats.

Equal Opportunity

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability.
The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.
It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements.
SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.
Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or Exercising any other right protected by section 503, VEVRAA or their implementing regulations.
SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.
SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.