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Moss is a Finance AI platform for Europe's mid-sized businesses, automating card issuing, invoice management, and expenses. The company has raised €200+ million, operates across multiple EU markets, and is backed by top-tier investors including Valar Ventures and Tiger Global.
You will own the Pricing & Deal Desk function within the Revenue Operations team, managing one of Moss's highest-leverage commercial operations. The role uniquely combines two responsibilities: (1) live approval authority for non-standard pricing, discounts, and commercial terms, and (2) building and continuously improving an AI-based deal desk agent that handles initial deal scoring, margin calculation, and response drafting.
Key responsibilities include:
- Own day-to-day approval flow for non-standard pricing and commercial terms, serving as the fast escalation point for sales reps without creating bottlenecks
- Build and evolve pricing governance, including discount rules, approval thresholds, and playbooks that convert recurring exceptions into documented policy
- Drive deal health across the funnel by monitoring discount discipline, price realization, deal structure, and win rates by segment; diagnose and fix value leaks
- Translate customer segmentation into differentiated pricing guidance and deal strategies; partner with Sales to apply these in real deals and embed them in the AI ruleset for consistency
- Coach sales reps on pricing confidence and value-based selling
- Partner with Customer Success to ensure pricing and deal playbooks remain consistent post-sale
The AI agent already runs the desk—it pulls deal scoring and call history, calculates margin, and drafts reasoned replies. Your role is to review, correct, or overrule these outputs, and to iteratively improve the agent's rules and logic so it requires less human intervention over time.
Requirements:
- Proven experience in deal desk, pricing, commercial, revenue operations, or sales-strategy roles, ideally in B2B SaaS or fintech. Experience standing up or scaling a deal desk or pricing process from scratch is a plus.
- Strong analytical toolkit, including SQL and/or advanced spreadsheet modeling.
- Ability to leverage AI to build a scalable Pricing Deal Desk model, or appetite to learn it. The vision is a low-touch desk where the agent executes rules, improves through your corrections, and each additional deal requires less human attention.
- Fluent in English; German or Dutch is a plus.
- Comfortable holding the line with Sales on discount governance while remaining a genuine partner.
- Critical eye for AI output—ability to catch confidently wrong agent recommendations before reps act on them.
- Commercial judgment: understand how reps sell and how price sensitivity varies across customer segments.
- Structured, high-ownership mindset; comfortable in fast, low-process, high-change environments.
- Ability to move fluidly between detailed data analysis and higher-level strategic thinking.
