Director of Deal Desk & Pricing Strategy
Applecart, New York, NY, United States
About The Role
As Director of Deal Desk & Pricing Strategy at Applecart, you will work alongside senior members of our Business Development team to win new clients and grow existing accounts by supporting deal proposals throughout their lifecycle. Your strategic focus will be on pricing, serving as the final word on how we structure deals, ensuring every proposal is optimized for win‑rate and long‑term margin.
What You’ll Do
Own our global pricing strategy, constantly stress‑testing margins, subscription projections, and calculators against real‑world performance.
Strategic proposal design: dictate the presentation and layout of pricing options to nudge client behavior toward our most successful engagement models.
Pattern recognition: analyze every deal (won and lost) to identify winning and losing factors, codifying these into a pricing playbook that evolves with the market.
Architect the Deal Desk: serve as the mandatory "final sign‑off" for all client‑facing pricing. Gatekeeper ensuring sales presents options that make strategic sense.
Create guardrails that allow sales to move fast without breaking our unit economics.
Collaborate with senior members of the Business Development team on custom pricing proposals and subscription analyses for clients.
Address pricing‑related inquiries and become the internal expert on all pricing‑related matters.
Collaborate with the Finance team to manage internal pricing tools (e.g., calculators, subscription projections, and pricing documentation).
Utilize our CRM system to track pricing trends and offer bespoke pricing solutions to our clients.
Experiences and Capabilities You Bring
5+ years in Deal Desk, Revenue Operations, Pricing Strategy, Management Consulting, Investment Banking or related fields with deep understanding of complex sales cycles and buying psychology.
Strategic intuition: quickly identify 2–3 pricing levers that make a deal compelling while protecting margin.
Comfort acting as a high‑stakes gatekeeper, able to say "no" to a salesperson while providing a better way to achieve the deal.
Excellent visual communication: proficiency in PowerPoint and the ability to present complex data so clients can easily say "yes."
Advanced modeling skills: expert‑level Excel and capability to build predictive models that forecast pricing over 24 months.
Strong organizational skills and attention to detail, able to own high‑priority workstreams with limited oversight.
Ability and desire to thrive in a fast‑paced, entrepreneurial environment while juggling multiple tasks and projects simultaneously.
Compensation Our compensation package includes a base salary of $180,000–$200,000 (based on experience and skills), bonus/variable compensation tied to individual, team and company performance, and generous equity compensation. The base salary range is exclusive of additional equity compensation and applies to candidates located in the New York City area.
Location & Work Arrangement This is a hybrid role. You will work from home on Monday and Friday and in Applecart’s New York City office Tuesday through Thursday.
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What You’ll Do
Own our global pricing strategy, constantly stress‑testing margins, subscription projections, and calculators against real‑world performance.
Strategic proposal design: dictate the presentation and layout of pricing options to nudge client behavior toward our most successful engagement models.
Pattern recognition: analyze every deal (won and lost) to identify winning and losing factors, codifying these into a pricing playbook that evolves with the market.
Architect the Deal Desk: serve as the mandatory "final sign‑off" for all client‑facing pricing. Gatekeeper ensuring sales presents options that make strategic sense.
Create guardrails that allow sales to move fast without breaking our unit economics.
Collaborate with senior members of the Business Development team on custom pricing proposals and subscription analyses for clients.
Address pricing‑related inquiries and become the internal expert on all pricing‑related matters.
Collaborate with the Finance team to manage internal pricing tools (e.g., calculators, subscription projections, and pricing documentation).
Utilize our CRM system to track pricing trends and offer bespoke pricing solutions to our clients.
Experiences and Capabilities You Bring
5+ years in Deal Desk, Revenue Operations, Pricing Strategy, Management Consulting, Investment Banking or related fields with deep understanding of complex sales cycles and buying psychology.
Strategic intuition: quickly identify 2–3 pricing levers that make a deal compelling while protecting margin.
Comfort acting as a high‑stakes gatekeeper, able to say "no" to a salesperson while providing a better way to achieve the deal.
Excellent visual communication: proficiency in PowerPoint and the ability to present complex data so clients can easily say "yes."
Advanced modeling skills: expert‑level Excel and capability to build predictive models that forecast pricing over 24 months.
Strong organizational skills and attention to detail, able to own high‑priority workstreams with limited oversight.
Ability and desire to thrive in a fast‑paced, entrepreneurial environment while juggling multiple tasks and projects simultaneously.
Compensation Our compensation package includes a base salary of $180,000–$200,000 (based on experience and skills), bonus/variable compensation tied to individual, team and company performance, and generous equity compensation. The base salary range is exclusive of additional equity compensation and applies to candidates located in the New York City area.
Location & Work Arrangement This is a hybrid role. You will work from home on Monday and Friday and in Applecart’s New York City office Tuesday through Thursday.
#J-18808-Ljbffr