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Salary: USD 155,000 - 185,000 / annual
Crusoe is a vertically integrated AI infrastructure company building the energy-first platform to power the world's most ambitious AI workloads. They own and operate each layer of the stack—from electrons to tokens—to address the critical bottleneck of power in AI compute.
You will own the deal desk function and lead implementation, management, and optimization of the CPQ system. This role sits at the intersection of pricing strategy, sales enablement, and systems ownership, serving as the Revenue Operations partner for Account Executives navigating complex, technical deals while building infrastructure that enables the sales organization to quote and close faster.
Deal Desk & Pricing Strategy responsibilities include:
- Advise Account Executives on deal structuring, negotiation tactics, and creative packaging to protect margin while removing friction to close. Serve as the primary point of contact for non-standard deals, terms, pricing, and discounting.
- Set and continuously adjust pricing in response to dynamic market conditions, translating fast-moving conditions into real-time pricing guidance for GTM, product, and Finance teams.
- Conduct ongoing market rate analysis leveraging competitor pricing intelligence, internal win/loss data, and segment-level price sensitivity to recalibrate price points, discounts, and approval thresholds.
- Own the deal approval workflow, ensuring deals receive appropriate scrutiny without becoming a bottleneck. Partner with Sales Leadership, Finance, and Legal on exception approvals, non-standard terms, and contract structuring.
- Track deal desk metrics including discount trends, approval cycle time, win rates by deal type, and price realization. Build dashboards and reporting to give leadership visibility into pricing trends and deal desk throughput.
CPQ Ownership responsibilities include:
- Own end-to-end implementation, configuration, and maintenance of the CPQ system.
- Build and maintain product bundles, pricing rules, discount schedules, approval matrices, and quote templates. Continuously audit CPQ data integrity to ensure quotes reflect the latest pricing strategy.
- Partner with Sales, Finance, and Product on new product launches, packaging changes, and price book updates, translating them into CPQ configuration.
- Identify and eliminate friction in the quote-to-cash process. Reduce quote turnaround time and manual workarounds.
- Train, enable, and support Account Executives and sales managers on CPQ best practices.
Requirements:
- 4–7 years of experience in Revenue Operations focusing on running a deal desk function, advising Account Executives on deal structuring, pricing strategy, and contract negotiations, preferably within a high-growth B2B technology environment.
- Proven track record setting and adjusting prices in a dynamic, fast-moving market. Strong understanding of market rate benchmarking and competitive pricing analysis. Experience pricing usage-based and consumption-based products.
- Hands-on CPQ implementation and administration experience (Salesforce CPQ, DealHub, PandaDoc, Zuora, or similar).
- Strong Excel/Sheets modeling skills for pricing analysis; SQL or reporting tool experience a plus.
- Experience at a growth-stage company where you've had to build or rebuild processes from scratch.
Bonus qualifications:
- Experience with hyperscalers, GPU clouds, or high-performance compute environments.
- Familiarity with large-scale AI training and inference architectures.
- Strong network in the AI/ML and enterprise technology ecosystem.
- Track record of working with Fortune 500 enterprises and digitally native businesses on transformative infrastructure deals.
