Director, Deal Strategy and Commercial Architecture

Key Responsibilities 

Strategic deal architecture 

• Lead the commercial structuring of our largest and most non standard opportunities from qualification through signature 

• Partner with Account Executives and sales leaders to translate customer requirements into viable structures, modeling scenarios and building the economics 

• Anticipate downstream impact across contracting, billing, revenue recognition, and controls, working with the owning teams to pressure test it 

• Quarterback large and complex deals end to end, driving Finance, Legal, Product, and RevOps to a single recommendation and holding the pursuit to timeline, packaged so approvers can decide quickly 

• Join customer conversations when the account team brings you in, representing the commercial position directly rather than through a relay. 

Deal Desk leadership and commercial transformation 

• Own the Deal Desk function and coach its leadership team, with day to day execution delegated to the Deal Desk manager, and build manager capability so routine work and escalations resolve at the appropriate level rather than defaulting upward 

• Define and lead a multi year vision to transform Deal Desk from a transaction processing function into an AI enabled commercial decision engine 

• Identify, prioritize, pilot, and scale AI use cases across deal intake, precedent retrieval, pricing and discount analysis, exception identification, approval preparation, deal modeling, seller guidance, and knowledge management 

• Own the business case and investment roadmap for commercial transformation, including budget, technology, data, and cross functional capacity, and set measurable goals for cycle time, manual touches, self service, approval volume, Deal Desk capacity, and decision quality 

• Lead change management and adoption across Sales, Finance, Legal, RevOps, and Deal Desk so new processes translate into sustained behavior change, using Deal Desk data and recurring friction as inputs to the roadmap, policy, and enablement priorities 

Commercial governance and policy 

• Design and run the strategic deal process: approval tiers, decision criteria, exception principles, and precedent management 

• Define what constitutes an acceptable exception and what precedent Relativity is willing to create 

• Convert recurring patterns into approval matrices, policy, and playbooks 

• Partner with Enablement to turn deal patterns and structuring judgment into field coaching, building commercial muscle across the sales organization so strong deal design scales beyond this role 

Commercial levers, pricing and analytics 

• Analyze discounting behavior, packaging performance, deal economics, cohorts, precedent, and win and loss patterns 

• Drive the full lifecycle of new commercial levers; ideation, design, business case, delivery and ongoing reporting of adoption and impact 

• Partner with enablement on field delivery, sales managers on forecasting and FP&A and global operations teams on operationalizing of levers 

• Partner with Pricing and Packaging leaders and sales leadership on the creation and go to market delivery of new pricing and packaging 

• Direct the Deal Strategy Analyst on reporting, modeling, and recurring analysis 

Systems and requirements partnership 

• Serve as the single commercial subject matter expert to IT, systems, and product partners on how quoting, approval, and pricing capability is defined 

• Build requirements jointly with the teams who own delivery, translating commercial policy and field needs into specifications 

• Influence the commercial priorities in the quote to cash roadmap through evidence and business case, while roadmap ownership stays with the technical teams 

• Validate delivered capability against real deal scenarios before it reaches the field 

Qualifications 

Required 

• 8+ years in deal desk, deal strategy, commercial finance, revenue operations, or pricing, with significant time structuring complex enterprise deals 

• Demonstrated ownership of non standard deals end to end, including the financial modeling, the commercial structure, and the internal approval path 

• Strong financial rigor, comfortable building the model directly and defending the assumptions to executive leadership 

• Track record of designing process and governance rather than only operating inside it, with evidence of approval frameworks, policy, or guardrails that outlasted the role 

• Deep working knowledge of quote to cash systems and the ability to translate commercial policy into clear technical requirements. CPQ experience strongly preferred 

• Proven ability to align senior cross functional stakeholders without formal authority, and to hold a position under pressure from a deal team seeking a different answer 

• Clear, direct written communication, with the ability to compress a complicated deal into a one page recommendation an executive can act on 

Differentiators (Preferred) 

• Experience in enterprise software, legal tech, or a comparably complex B2B commercial environment 

• Exposure to AI or consumption based monetization models and the pricing questions they create 

• Experience working directly with customers in a commercial or negotiation capacity 

• Prior experience managing or mentoring an analyst 

• Experience partnering with Enablement to build seller facing commercial coaching