Partner with Sales and GTM teams to support customer-facing pricing discussions and value-based deal positioning
Recommend deal pricing frameworks and discount strategies aligned with company pricing principles and revenue goals
Own and support end-to-end deal execution, including quote approvals, non-standard commercial terms, and deal review cycles, in close partnership with Finance, Legal and Product & Engineering teams
Develop and maintain best practices and governance for deal structuring, discounting and special commercial terms in collaboration with Finance, Legal, and GTM stakeholders
Drive systems and process improvements across the deal lifecycle, including CPQ enhancements and deal booking and approval policies

Requirements

5+ years of experience in deal strategy, deal desk, or pricing roles within enterprise B2B SaaS
Expertise in deal structuring and negotiation, bookings policies, and revenue recognition for subscription models across both cloud and on-prem offerings
Strong analytical skills, including experience with profitability analysis, pricing strategy, and data-driven decision making
Excellent verbal and written communication skills, with the ability to articulate complex commercial concepts clearly
Experience partnering closely with Sales, Finance, and Legal teams in a deal desk or commercial-selling function
Capable of communicating credibly and effectively with stakeholders at all levels of the organisation
Collaborative, relationship-driven approach with a demonstrated ability to influence outcomes and drive results.
Bonus Points For:
Experience pricing and structuring deals across multi-product portfolios, regions, currencies, and customer segments in a global SaaS environment
Proven ability to influence without authority—successfully aligning Sales, Finance, Legal, and Product stakeholders, challenging assumptions, and improving commercial outcomes in a high-growth organization.

Benefits

100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
Transparent Communication – Expect open decision-making and regular company-wide updates.
Innovation-Driven – Autonomy and support to ship great work and try new things.
Open Source Roots – Built on community-driven values that shape how we work.
Empowered Teams – High trust, low ego culture that values outcomes over optics.
Career Growth Pathways – Defined opportunities to grow and develop your career.
Approachable Leadership – Transparent execs who are involved, visible, and human.
Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

deal strategydeal deskpricing rolesdeal structuringnegotiationbookings policiesrevenue recognitionprofitability analysispricing strategydata-driven decision making

Soft skills

verbal communicationwritten communicationcollaborationrelationship-driveninfluenceanalytical skillsstakeholder communicationarticulation of complex conceptsability to drive resultsability to influence without authority