Deal Desk and Pricing Lead

📋 Description

• • NetBox Labs Inc. is seeking a highly motivated and experienced Deal Desk and Pricing Lead to join our growing team, reporting directly to the CFO. This pivotal role is designed to enhance our sales velocity and protect the long-term economic health and revenue integrity of our enterprise deals. As we scale, the complexity of our deal structures and pricing strategies will inevitably increase. You will be instrumental in establishing clear approval frameworks, robust pricing guardrails, and standardized commercial practices to navigate this complexity effectively.
• • Your primary responsibility will be to own and manage the end-to-end deal desk process. This involves developing and implementing structured decision frameworks that streamline approvals for quotes, discounts, and commercial terms. You will act as a central point of contact, coordinating necessary cross-functional reviews with Legal, Security, and Product teams for large, strategic deals, ensuring all stakeholder requirements are met efficiently and effectively.
• • A key aspect of this role involves designing creative and effective pricing solutions tailored to unblock and facilitate large strategic transactions. You will collaborate closely with Sales Operations and Billing teams to ensure a seamless and accurate Quote-to-Cash process, from initial quote generation through to final billing and revenue recognition. Your validation of closed-won deal requirements will be critical for smooth handoffs into our billing and revenue systems, minimizing errors and delays.
• • Beyond deal execution, you will take ownership of our internal pricing infrastructure. This includes maintaining and enhancing pricing calculators, defining and managing entitlement logic, and establishing comprehensive discount frameworks. You will be responsible for the integrity of our SKU architecture within HubSpot and our billing systems, ensuring strict alignment across our CRM, contract management, and invoicing processes.
• • You will partner with the Product team to refine our public pricing artifacts, contributing to pricing page strategy, ensuring documentation alignment, and supporting the development of future self-service purchasing capabilities. Collaboration with Legal will be essential for the development and maintenance of contract templates and order forms, ensuring legal compliance and commercial clarity.
• • Furthermore, you will work closely with Sales Operations to update internal pricing documentation and to effectively enable the Sales team on pricing policies and strategies. This includes leading the evaluation and implementation of a future Configure, Price, Quote (CPQ) system, a critical initiative to scale our commercial operations and enhance efficiency.
• • On the strategic front, you will support Product and Go-to-Market (GTM) leaders by providing in-depth pricing analytics and contributing to monetization strategy development. This involves analyzing discount trends, deal structures, win/loss data, and overall margin performance to identify opportunities for optimization and growth.
• • You will provide executive-level insights and recommendations based on your analysis of discount trends, gross margin impact, expansion pathways, and long-term monetization strategies. Your ability to translate complex data into actionable business intelligence will be vital for informed decision-making at the highest levels of the company.
• • This role requires a pragmatic approach, balancing the need for sales velocity with the imperative of maintaining financial discipline and long-term profitability. You will leverage your deep understanding of enterprise subscription pricing models, discount governance, and revenue recognition principles to build scalable pricing frameworks that can adapt across diverse product lines and customer segments.
• • Operational fluency across our CRM (Hubspot) and billing systems (Tabs, Chargebee), as well as a strong command of quote-to-cash workflows, is essential. You will bring strong cross-functional communication skills and an executive presence, enabling you to effectively influence and collaborate with stakeholders across the organization. A high ownership mindset and the ability to operate independently in a fast-paced, ambiguous, and rapidly growing environment are crucial for success in this role. Experience implementing AI-enabled workflows for Sales or Finance is a mandatory requirement, and experience implementing CPQ systems is strongly preferred.