Deal Strategy Analyst (SaaS)

TL;DR

Deal Strategy Analyst (SaaS): Structuring, pricing, and approving commercial deals for the EMEA region within the Revenue Operations function with an accent on commercial soundness and operational efficiency. Focus on managing deal review processes, optimizing Salesforce data integrity, and ensuring revenue recognition compliance.

Location: Hybrid (London)

Company

Synthesia is the world’s leading AI video platform for business, used by over 90% of the Fortune 100.

What you will do

• Review and approve EMEA deal submissions for pricing policy compliance and route exceptions to senior reviewers.
• Model multi-year, multi-product deal scenarios, calculating ARR, TCV, and platform fee structures.
• Maintain deal data integrity and audit trails within Salesforce to ensure accurate reporting.
• Validate deal configurations and flag system issues using DealHub (CPQ).
• Coordinate with Finance and Legal teams to resolve commercial terms and booking issues.
• Maintain Deal Desk playbooks and support the enablement of new commercial policies in the EMEA field.

Requirements

• At least 2 years of experience in Deal Desk, Sales Operations, Revenue Operations, or commercial finance in B2B SaaS.
• Must be based in EMEA and comfortable spanning UK, DACH, and Nordic deal cycles.
• Hands-on proficiency with Salesforce for navigating opportunity records and running reports.
• Familiarity with CPQ systems such as DealHub or Salesforce CPQ.
• Working knowledge of revenue recognition principles (ASC 606 / IFRS 15).
• Comfort building complex deal models in Excel or Google Sheets.

Nice to have

• Experience with CLM platforms like Ironclad, LinkSquares, or Luminance.
• Exposure to AWS Marketplace or other cloud marketplace mechanics.
• Familiarity with NetSuite for order management and billing workflows.
• Knowledge of EMEA-specific nuances, including GDPR and EU procurement cycles.

Culture & Benefits

• Competitive salary and stock options in a high-growth Series E startup.
• Comprehensive private medical insurance including mental health, dental, and vision (UK).
• Generous parental leave: 16 weeks for primary caregivers and 5 weeks for secondary.
• 25 days of annual leave plus public holidays.
• Pension contribution, salary sacrifice, and cycle-to-work scheme in London.
• Work from home setup and regular team socials.