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Synthesia is the world's leading AI video platform for business, trusted by over 90% of the Fortune 100. The company has raised over $530 million from premier investors including Accel, Nvidia Ventures, Kleiner Perkins, and top founders from Stripe, Datadog, Miro, and Webflow. Following a Series E funding round of $200 million, Synthesia is valued at $4 billion.
The Deal Strategy Specialist is a commercial operator embedded in Synthesia's Revenue Operations function, based in the NAMER region. This deal desk role partners directly with Account Executives, Customer Success Managers, Sales leadership, Finance, and Legal to structure, price, and approve deals that are commercially sound and operationally clean.
Key responsibilities include:
**Deal Review & Structuring:** Review deal submissions for compliance with pricing policy and approval thresholds, approving standard deals and routing exceptions to senior reviewers. Support modeling of multi-year, multi-product deals, building ARR, TCV, and per-seat/platform fee scenarios. Spot commercial risks in deal structures and triage exception requests with clear documentation.
**Commercial Operations & Systems:** Manage deal data integrity in Salesforce, ensuring opportunity records and pricing fields are accurate. Work within DealHub (CPQ) to validate deal configurations and flag misconfigurations. Support ARR and revenue recognition hygiene by flagging complex deal structures. Assist with maintaining Deal Desk playbooks and discount schedule documentation.
**Stakeholder Partnership:** Act as first point of contact for NAMER AE/CSMs on standard commercial queries. Coordinate with Finance and Legal on routine deal questions. Communicate approval decisions clearly and manage inbound deal desk cases via shared mailbox, tracking status and meeting SLAs.
**Process Ownership:** Maintain deal log accuracy, hit SLAs consistently, and surface observations on recurring approval patterns. Flag recurring exceptions that may signal gaps in the approval framework. Support rollout of new commercial policies to the field.
**Requirements:**
- 3 years of experience in Deal Desk, Sales Operations, Revenue Operations, or commercial finance role in B2B SaaS
- Hands-on Salesforce experience: navigate opportunity records, run reports, maintain deal data accuracy
- Familiarity with CPQ systems (DealHub, Salesforce CPQ, or similar)
- Working knowledge of revenue recognition principles (ASC 606 / IFRS 15)
- Comfort building and interpreting deal models in Excel or Google Sheets (ARR/TCV splits, multi-year scenarios, discount waterfall logic)
- Working understanding of SaaS commercial mechanics: ARR, TCV, per-seat pricing, platform fees, multi-year discounting
- Clear communicator, highly organized with low error rate on repetitive tasks
- Proactive approach to flagging problems early
- NAMER-based and comfortable spanning American deal cycles
**Nice to Have:**
- Experience with CLM platforms (Ironclad, LinkSquares, Luminance)
- Exposure to AWS Marketplace or cloud marketplace deal mechanics
- Experience supporting Deal Desk or RevOps tooling implementation
- Familiarity with NetSuite for order management or billing workflows
- Knowledge of NAMER-specific commercial nuances (GDPR data processing, EU procurement cycles, local PO/invoicing)
