Teaching Strategies, LLC

Senior Manager, Deal Desk – Pricing Strategy

Teaching Strategies, LLC

full-time

Posted on:

Location Type: Remote

Location: Texas • United States

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Job Level

Senior

About the role

  • Own the pricing architecture for Teaching Strategies’ product portfolio, including curriculum, assessment, professional development, and platform solutions
  • Develop and maintain pricing models that optimize for ACV growth, margin improvement, and competitive positioning across K-12 public districts, State education agencies, private childcare, and Head Start segments
  • Lead bundling and packaging strategy - evaluate current bundles for attach rate performance, identify whitespace for new packages, and model revenue impact of proposed changes
  • Conduct competitive pricing analysis and maintain a pricing intelligence framework that informs sales positioning and product roadmap decisions
  • Build the business case for pricing changes, including scenario modeling, sensitivity analysis, and revenue impact projections for executive and board-level review
  • Establish and maintain discount governance - define standard discount tiers, escalation thresholds, and approval authorities by deal size and type
  • Build and operate the Deal Desk function from the ground up - define processes, SLAs, approval matrices, and escalation paths for non-standard deals
  • Structure complex and high-value deals including multi-year agreements, enterprise bundles, custom pricing, and strategic partnerships
  • Facilitate Big Deal Reviews for opportunities ≥$200K, including pre-review preparation, qualification assessment, commercial term review, approval coordination, and post-review action tracking
  • Serve as the commercial advisor to the sales team - coach reps and managers on deal structuring, negotiation strategy, and value-based selling during active deal cycles
  • Ensure quote accuracy and compliance by reviewing proposals, validating pricing configurations in Salesforce, and catching errors before quotes reach customers
  • Track and report on deal quality metrics - discount rates, ACV, deal cycle time, win rates by price point, average deal value trends, and exception frequency
  • Partner with Finance on revenue recognition, margin analysis, and compensation plan alignment with pricing strategy
  • Collaborate with Business Applications to ensure Salesforce quoting workflows, approval processes, and CPQ configurations reflect current pricing rules and discount authorities
  • Work with Legal to standardize contract terms, define acceptable commercial concessions, and streamline the redline process for enterprise deals
  • Inform Partner Success on implementation capacity constraints, ensuring commercial commitments align with delivery capabilities
  • Partner with Product and Marketing to align pricing with product launches, packaging updates, and go-to-market campaigns

Requirements

  • 7+ years of experience in Deal Desk, Pricing Strategy, Revenue Operations, or Sales Operations within a B2B SaaS environment
  • 3+ years in a people management or senior individual contributor role owning pricing or deal structuring end-to-end
  • Demonstrated experience building or scaling a Deal Desk function, including approval workflows, discount governance, and executive deal reviews
  • Strong analytical and financial modeling skills - comfort building pricing models, scenario analysis, and business cases in Excel or equivalent tools
  • Deep understanding of SaaS pricing models (per-seat, per-site, tiered, usage-based), multi-year deal structures, and subscription economics
  • Experience with Salesforce CRM and CPQ (or equivalent quoting tools); ability to translate pricing strategy into system configuration requirements
  • Excellent communication skills with the ability to present pricing recommendations and deal structures to C-level stakeholders
  • Track record of measurably improving deal outcomes: ACV growth, discount compression, win rate improvement, or deal cycle acceleration
  • Experience in EdTech, K-12, or government/public sector sales environments where procurement processes, grant funding, and RFP requirements are common (preferred)
  • Experience at a PE-backed company with exposure to board-level financial reporting and value creation planning (preferred)
  • Familiarity with MEDDPICC or similar deal qualification methodologies (preferred)
  • Experience with pricing tools or custom-built pricing engines (preferred)
  • MBA or advanced degree in a quantitative discipline (preferred)
Benefits
  • Competitive compensation package
  • Employee Equity Appreciation Program
  • Health and wellness insurance benefits
  • 401k with employer match
  • Flexible work environment
  • Unlimited paid time off (which includes paid holidays and Winter Break)
  • Paid parental leave
  • Tuition assistance, professional development, and opportunities for career growth
  • Best in class technology equipment for every employee
  • Penthouse suite in downtown DC seconds away from Washington Nationals Stadium and Audi Field
Applicant Tracking System Keywords

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

Hard Skills & Tools
pricing modelsfinancial modelingscenario analysisbusiness case developmentSaaS pricing modelsdeal structuringdiscount governancedeal quality metricsrevenue recognitionmargin analysis
Soft Skills
analytical skillscommunication skillscoachingnegotiation strategycollaborationleadershippresentation skillsproblem-solvingstrategic thinkingorganizational skills
Certifications
MBAadvanced degree in quantitative discipline