Director of Deal Desk & Pricing Strategy

Overview

Applecart is the leading technology company that helps C-suite leaders reach business-critical decision makers. Applecart’s platform maps relationships and enables clients to deliver content directly to decision makers and those who matter most to them.

We are hiring a Director of Deal Desk & Pricing Strategy in our New York City office.

What You’ll Do

• Own our global pricing strategy. Constantly stress-test our 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 where we win and where we lose. Codify these patterns 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. Be the gatekeeper ensuring Sales presents options that make strategic sense.
• Create guardrails that allow sales to move fast without breaking unit economics.
• Collaborate with senior members of the Business Development team on preparing 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, pricing documentation).
• Utilize our CRM system to track pricing trends and offer bespoke pricing solutions to clients.

Experiences and Capabilities You Bring

• 5+ years in Deal Desk, Revenue Operations, Pricing Strategy, Management Consulting, Investment Banking or related fields with experience in complex sales cycles and buying psychology.
• Strategic intuition to identify 2–3 pricing levers that balance client value with protecting the bottom line.
• Comfort acting as a high-stakes gatekeeper and ability to say “no” while offering a better path to close.
• Visual communication: ability to present complex data in a client-friendly way beyond basic PowerPoint.
• Advanced modeling: proficient Excel with the ability to build predictive models for pricing projections.
• Strong organizational skills and attention to detail with the ability to own high-priority workstreams with limited supervision.
• Ability and desire to thrive in a fast-paced, entrepreneurial environment while juggling multiple tasks and projects.

This is a hybrid role

Work from home on Monday and Friday and in Applecart’s New York City office Tuesday through Thursday.

Compensation

Our compensation package consists of three components: base salary, bonus/variable compensation, and generous equity compensation.

The base salary range for this role is between $180,000-$200,000, based on experience and alignment with the requirements listed above. In addition to the base salary, the bonus/variable compensation is based on individual, team, and company performance. The salary range provided is exclusive of equity compensation. This salary range is specific to candidates located in the New York City area.

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