Director of Deal Strategy & Pricing (Remote, US)
About Sayari:
Sayari is the judgment infrastructure for trustworthy AI in economic security and commercial risk. The Sayari Commercial World Model resolves 11.7B+ primary-source records from 250+ jurisdictions forming the ground truth of global commerce. A Judgment Ontology, encoding over a decade of investigative tradecraft, and Superconductor, an agentic orchestration platform, deliver AI that reasons like an expert analyst, shows its work, and traces every finding to its source. Trusted by U.S. Customs and Border Protection, HM Revenue & Customs, and Fortune 500 enterprises, Sayari is used by thousands of professionals across 35+ countries to secure supply chains and dismantle illicit networks. Headquartered in Washington, D.C., with offices in London, Singapore, Tokyo, and Tel Aviv.
Position Overview
Sayari's largest customers, Fortune 500 enterprises and government agencies, buy Superconductor through multi-year, multi-million dollar agreements. No two are alike. Each is scoped to the customer, delivered with forward-deployed engineers and analysts, and priced against real usage and inference costs. Government deals add their own procurement path.
You own the economics and pricing of these agreements: what each deal costs to deliver and earn, its commercial terms, and, with Finance, Product, and the platform team, how Sayari prices and packages what it sells, so repeatable deals move on pre-approved paths.
You are the partner sellers bring their biggest deals to. They own the customer and the close. You make sure each deal is structured to win, priced to hold its margin, and set up to expand. The role sits in Revenue Operations and carries no quota; success is measured by the quality of the deals Sayari signs. The review process already runs day to day with operations support, so your time goes to the deals themselves.
Job Responsibilities
- Build the economics of every platform deal, and agree with Finance how each input is counted.
- Shape pricing and packaging with Finance, Product, and the platform team: pricing mechanics, editions and extensions, and the levers that scope a deal.
- Give sellers pricing guidance early in the cycle (target, floor, walk-away, and approved levers), drawn from a current record of comparable deals.
- Work with sellers to design how the largest agreements are structured: deal construct, land-and-expand paths, multi-year ramps, and discount treatment.
- Decide the framework for pursuit qualification and resources, and give sellers an early route to technical scoping.
- Set renewal and expansion pricing on platform accounts, including co-terms and expansions.
- Keep deal pricing consistent with the pricing doctrine set by the CEO and the pricing committee, and bring open questions, such as deal minimums and discount authority, to the committee for decision.
- Lead the qualification, technical, and commercial review for platform and custom-priced deals, scaled to each deal's complexity, and optimize pre-approved paths.
- Maintain the decision record for every reviewed deal and the check on closed deals before bookings count, and partner with Finance on governance.
- Analyze what the deals show (discounting, wins and losses on price, and margin by deal shape), and report it to Finance, Product, and revenue leadership.
- Support government pursuits with Legal (contract vehicles, accreditation timelines, prime and subcontractor terms, and deployment cost) and RFP responses on pricing and commercial terms.
- Coach sellers on structure and pricing with tools that put guidance in front of them, from pricing calculators to quoting in DealHub.
Required Skills & Experience
- 7+ years in pricing strategy, deal strategy, strategic or commercial finance, business affairs, investment banking, or corporate development, including 3+ years owning the economics of $1M+ agreements at a software, data, or infrastructure company.
- You have built deal P&Ls and unit-economics models for usage-based, consumption, or platform products, covering cost to serve, engineering and analyst time, inference cost, margin over the term, and payback, and used them to change a deal.
- You have set prices and designed packages, beyond applying a discount policy.
- You have worked alongside sellers on large, complex agreements, and you can explain a structure and its trade-offs to a customer's procurement or finance team.
- Finance fluency: margin floors, multi-year ramp economics, and a working knowledge of revenue recognition.
- Sound judgment under deadline pressure: you make a clear recommendation, write down the reasoning, and defend it to senior sellers, Finance, and executive leadership.
Desired Skills & Experience
- U.S. government contracting: FAR-based procurement, contract vehicles, RFP processes, and prime and subcontractor arrangements.
- Experience at a company selling through forward-deployed engineering or embedded delivery, or at an AI-native platform company.
- AI or infrastructure cost modeling.
- Experience standing up a deal strategy or pricing function.
- CPQ fluency (we run DealHub) and comfort working inside Salesforce-governed processes.
The target base salary for this position is $190,000 - $220,000 plus company bonus and equity. Final offer amounts are determined by multiple factors including location, local market variances, candidate experience and expertise, internal peer equity, and may vary from the amounts listed above.
Benefits:
- 100% fully paid medical, vision, and dental for employees and their dependents
- Generous time off; we observe all US federal holidays, close our office for a winter break (12/24-12/31), in addition to granting 18 PTO days and 10 sick days
- Outstanding compensation package; competitive commissions for revenue roles and bonuses for non-revenue positions
- A strong commitment to diversity, equity, and inclusion
- Eligibility to participate in additional benefits such as 401k match up to 5%, 100% paid life insurance (up to $100,000 coverage),, and parental leave
- A collaborative and positive culture - your team will be as smart and driven as you
- Limitless growth and learning opportunities
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