高级经理，定价与交易桌
Sr. Manager, Pricing and Deal Desk
KLDiscovery 是电子发现、信息治理和数据恢复领域的全球领导者，帮助律师事务所、企业和政府机构解决复杂的数据挑战。我们与客户在完整的数据生命周期中合作——从取证收集到法律审查、产出和托管服务——涵盖服务、管理服务/SaaS（Nebula）和支持。
职位描述
KLDiscovery 正在寻找一位高级经理，负责定价与交易桌，掌控我们在服务、SaaS 和混合产品中的所有复杂交易的定价、结构和治理。这是一个守门人角色，而非建模支持角色：该职位位于财务规划与分析（FP&A）、收入运营（Rev Ops）、销售和执行领导团队的交汇点，并对从报价到成交的交易完整性负责。
KLDiscovery 的定价策略由集体制定——通过定价委员会/指导委员会，该职位将主持并协助该委员会，同时听取 FP&A、Rev Ops、销售和市场领导层的意见。该职位负责使该策略可执行和可强制执行的机制、治理、数据和人工智能驱动的工具——他们是委员会的操作和分析核心，而非战略的唯一决策者。
这是一个以人工智能为本的角色。期望不是手动构建电子表格，而是设计和运行人工智能辅助的定价模型、情景/蒙特卡洛模拟和自动化审核流程（类似于业务中其他地方已使用的 AI 辅助 Excel 工作，例如 Nebula ECA），因此团队的分析能力可以扩展而无需增加人力。该职位预计年薪为 160,000 至 170,000 美元。
你将负责
负责交易桌与审批治理
- 在交易提交法律/财务签字前，作为非标准定价、折扣和复杂交易结构的单一守门人。
- 设计并执行审批流程和升级层级（标准条款 vs. 特例 vs. 执行领导团队级别审批），参照已应用于销售分成和成交控制的相同规范。
- 确保任何交易在未定价或未记录让步的情况下不会成交——包括免费服务（如培训积分）——因此每次让步都应作为 0 美元的促销信用，而不是隐形的利润流失。
- 管理定价治理与定价委员会
- 负责跨职能定价委员会（FP&A、Rev Ops、销售、市场、执行领导团队相关方）的运作节奏，包括议程、数据包和后续行动项的跟进。
- 将委员会的决策转化为具体行动，确保所有成员理解并执行。
查看英文原文
KLDiscovery is a global leader in eDiscovery, information governance, and data recovery, helping law firms, corporations, and government agencies solve complex data challenges. We partner with clients across the full data lifecycle — from forensic collection through legal review, production, and managed hosting — spanning services, managed services/SaaS (Nebula), and support.
The Role
KLDiscovery is seeking a Senior Manager, Pricing & Deal Desk to own how we price, structure, and govern every complex deal across services, SaaS, and hybrid offerings. This is a gatekeeper role, not a modeling-support role: this person sits at the intersection of FP&A, Revenue Operations, Sales, and the Executive Leadership Team, and is accountable for deal integrity from quote to close.
Pricing strategy at KLDiscovery is set collectively — through a Pricing Council/Steerco this role runs and staffs with input from FP&A, Rev Ops, Sales, and Marketing leadership. This role owns the mechanics, governance, data, and AI-driven tooling that make that strategy executable and enforceable — they are the operator and analytical backbone of the council, not a sole decision-maker on strategy.
This is an AI-native role. The expectation is not manual spreadsheet-building — it is designing and running AI-assisted pricing models, scenario/Monte Carlo simulations, and automated review workflows (in the vein of AI-assisted Excel work already in use elsewhere in the business, e.g. Nebula ECA), so the team's analytical capacity scales without scaling headcount. This role comes with an expected annual basic salary of $160,000 - 170,000.
What You'll Do
Own the Deal Desk & Approval Governance
- Serve as the single gatekeeper for non-standard pricing, discounting, and complex deal structures before they go to Legal/Finance sign-off.
- Design and enforce approval workflows and escalation tiers (standard terms vs. exception vs. ELT-level approval), modeled on the same discipline already applied to sales-split and closed-deal controls.
- Ensure no deal closes with unpriced or unlogged concessions — including waived/free services (e.g., training credits) — so every giveaway is captured as a $0 promotional credit rather than invisible margin leakage.
Run Pricing Governance & the Pricing Council
- Own the operating cadence of the cross-functional Pricing Council (FP&A, Rev Ops, Sales, Marketing, ELT stakeholders), including agenda, data package, and follow-through on action items.
- Translate Council direction into documented pricing policy, discounting guardrails, and approval matrices — this role executes and enforces strategy set collectively, not in isolation.
- Maintain one consistent view of pricing across the full portfolio — services, managed services/SaaS, and support — so no offering is priced in a silo.
AI-Native Pricing Analytics & Modeling
- Build AI-assisted pricing tools, not manual models: scenario tools, calculators, and Monte Carlo-style simulations run through AI-assisted platforms, with the analyst validating and interpreting output rather than hand-building every calculation.
- Automate recurring analyses (margin/discount trend tracking, deal-outcome pattern detection) so cycle time drops and consistency improves.
- Bring enough modeling fluency to build, validate, and challenge AI-generated outputs — the bar is analytical judgment and structuring, not manual Excel throughput.
Protect Margin on Complex Deal Structures
- Partner with Sales and Delivery on strategic and structurally complex deals (e.g., platform transitions, dual-hosting/dual-cost scenarios, Second Request work) to catch cost exposure before contracts sign — not after.
- Flag and quantify hidden cost overlap (e.g., concurrent third-party licensing and proprietary platform hosting during a client transition) as part of deal review, not as a post-close finance discovery.
- Distinguish revenue-driven pricing actions from structural/cost-side changes for downstream QoE and credit-agreement addback purposes, in partnership with FP&A.
Systems, Data & Reporting Integrity
- Own pricing/quote data hygiene in SFDC/CPQ — no deal desk decision should run on a hardcoded or unvalidated number.
- Ensure every priced deal is tagged correctly to the segment/SKU structure (L1/L2/L3 revenue reporting framework) so pricing outcomes roll up cleanly to board and lender reporting.
- Build and maintain KPI reporting on margin, discounting variability, deal velocity, and Council-adopted tooling.
What You Bring
- 8–10+ years in pricing, deal desk, revenue operations, or commercial finance — ideally with direct P&L or margin accountability, not purely support/analyst experience.
- Demonstrated ability to run governance: designing approval workflows, chairing cross-functional forums, and holding Sales accountable to process.
- Comfort using AI-assisted analytics tools to build and scale pricing models (Excel fluency is expected as a baseline for validating outputs, not the primary skill being hired for).
- Experience supporting complex B2B deals — services, SaaS, or legal tech preferred — including multi-platform or transition-period pricing.
- Executive presence: this role will present to ELT and needs to hold their own in that room, not just produce the analysis behind it.
- Strong cross-functional influence — this role has no direct reports over Sales or Delivery but must drive discipline across both.
Preferred
- Experience in eDiscovery, legal tech, or managed/usage-based services pricing.
- Direct experience with AI-assisted modeling tools (e.g., Claude, Copilot) for scenario or simulation work, not just traditional BI tools.
- Experience with Salesforce, CPQ, or deal-desk workflow tooling.
- Familiarity with QoE/credit-agreement addback treatment and covenant-relevant reporting.
Success Metrics
- Reduction in unpriced/unlogged concessions and margin leakage on complex or transitional deals.
- Deal desk cycle time and reduction in discounting variability.
- Adoption and effectiveness of AI-assisted pricing tools (measured reduction in manual model-build time).
- Clean, audit-ready pricing data flowing into segment/SKU and lender-facing reporting with no manual bridges.
- Pricing Council cadence held consistently, with documented decisions and follow-through.
Equal Opportunity Statement
KLDiscovery is an equal opportunity employer committed to building a diverse and inclusive team.
Originally posted on Himalayas