Strategic Engagements Deal Lead (Finance)

TL;DR

Strategic Engagements Deal Lead (Finance): Owning the commercial structuring and execution of high-priority customer engagements and M&A deals with an accent on deal economics, pricing strategy, and cross-functional orchestration. Focus on building economic frames for complex deals exceeding $75M TCV, driving concession discipline, and translating complex structures into executive narratives.

Location: Must be based in Menlo Park, CA; in-person attendance required at least 3 days per week

Salary: $173,000 – $226,800

Company

Cloud data platform powering the era of the agentic enterprise through AI-native thinking and innovation.

What you will do

• Build comprehensive deal economic frames including workload mix, capacity sizing, and multi-product economics for high-priority engagements.
• Lead commercial structuring across capacity, consumption, and hybrid AI models, utilizing competitive benchmarks and unit economics.
• Shape commercial strategies to optimize win probability for new logos while protecting margin discipline for expansions.
• Orchestrate cross-functional alignment between Revenue Accounting, Legal, Pricing, and executive leadership.
• Directly engage with senior customer stakeholders (CFO, COO, CIO, CPO) to lead discussions on pricing and economics.
• Calibrate the Strategic Engagements playbook through quarterly postmortems and closed-deal analysis.

Requirements

• 8+ years of experience in strategic finance, deal desk, pricing, commercial operations, or investment banking.
• Proven track record of structuring enterprise commercial deals greater than $75M TCV.
• Deep understanding of SaaS and cloud commercial models, including consumption-based pricing and revenue recognition.
• Advanced financial modeling skills for scenario, sensitivity, and concession analysis.
• Bachelor's degree in Finance, Economics, Computer Science, or Engineering; MBA preferred.
• Strict requirement for in-person attendance in Menlo Park, CA (3+ days per week).

Nice to have

• Experience at a high-growth cloud, data, or AI company.
• Familiarity with ASC 606 revenue accounting and SOX controls.
• SQL fluency for working directly with commercial data in cloud platforms.

Culture & Benefits

• AI-native work environment where AI is treated as a core collaborator for problem-solving and execution.
• Dynamic, fast-moving culture valuing low-ego individuals and an experimental mindset.
• Focus on redefining the future of work through agentic enterprise tools.