Senior Deal Desk Analyst

Austin, TXOnsiteFull TimeSeniorPosted 1 month agoVisa sponsorship available

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Required skills

deal negotiations
contract negotiations
sales cycle times
revenue recognition
commercial negotiations
contract management
Salesforce
CPQ

Nice to have

Deal Desk
Finance
Sales Operations
commercial law
customer facing

Role summary

Navan is looking for a Sr. Analyst of Deal Strategy to support sales negotiations and contract management. This role involves developing expertise in Navan's licensing and pricing models, partnering with sales to meet customer needs within company policies, and enabling efficient deal formation and execution. The analyst will negotiate directly with customers, drive best practices to enhance sales efficiency, and support complex deals while ensuring revenue recognition compliance. Responsibilities include overseeing deal financials, pricing, business risk, and revenue implications. The ideal candidate has a business degree or JD, 3+ years of software industry experience (Deal Desk, Finance, or Sales Operations preferred), customer-facing experience, strong negotiation and analytical skills, and proficiency in Salesforce and CPQ.

About the job

Navan is seeking a Sr. Analyst of Deal Strategy to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process and various internal operational projects.

What You’ll Do:

Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our sales teams

Partner with the sales team to find a way to meet customers’ needs while adhering to Navan selling policies

Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities

Actively negotiate deals directly with the customer as needed

Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management

Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies

Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled

Support metrics and processes to improve business visibility and consistency of practices across geographies

Overseeing deal financials, pricing, business risk, and revenue recognition implication

What We’re Looking For:

Business degree and/or JD

3+ years of software industry experience, (Deal Desk, Finance, Sales Operations experience preferred)

Customer facing experience preferred

Strong eye for business and proven track record in commercial negotiations

Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask

Solid understanding of software revenue recognition principles

Basic understanding of commercial law

Experience in contract management

Excellent interpersonal skills – verbal and written

Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations

Great leadership and collaboration skills, with the ability to interact regularly with senior management

Proficient knowledge of Salesforce, CPQ

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