We're scaling our Deal Desk function and looking for a high-ownership IC to join the Americas team. You'll sit at the intersection of Sales, Legal, Finance, Product, and Business Operations, partnering closely with Americas sales leaders to structure and win the enterprise deals that form the backbone of our growth - and just as importantly, you'll help us systematize and scale how we get those deals done. **About the role** We're in-person with cozy offices in North Beach, San Francisco and Manhattan, New York, complete with well-stocked libraries. This role requires five days a week in office. You'll be joining a small, high-ownership team operating in one of the fastest-moving markets in AI. The Deal S&O function is established and humming with deal volume - but we're growing fast enough that "established" doesn't mean "settled." Day-to-day, you'll be in the trenches on live deals, working through pricing negotiation and contract structure alongside sales leaders in real time. You'll also zoom out: scoping and shipping the strategic projects that take what's working today and make it work at 5x the volume - improving our pricing model, tightening approval workflows, scaling our contracting process, and building the sales enablement that lets reps move faster without losing the plot on commercial discipline. **What you'll do** - Partner with Americas sales, legal, finance, and revenue operations to structure, negotiate, and close complex enterprise deals - Serve as a thought partner to sales reps on deal strategy: pricing, competitive positioning, negotiation approach, contract structure, executive engagement - Help evolve our pricing model and deal frameworks as the market and customer base shift - spotting trends across your deal flow, surfacing the patterns to finance and leadership, and driving the changes through - Lead cross-functional projects that systematize how we operate at scale - approval workflows, contracting playbooks, pricing guardrails, sales enablement materials, deal desk operating cadence - Improve the tools and processes we already have (Salesforce, Ironclad, our pricing infrastructure) by partnering with the GTM systems team - without needing to build them yourself - Balance a high-volume deal workload with longer-horizon strategic initiatives, managing competing priorities across multiple reps and deal cycles simultaneously **You may be a fit if** - You have 5-10 years of experience across consulting, investing, commercial strategy, deal desk, or a combination - and you've operated at a level where you owned outcomes, not just tasks - You've worked on enterprise B2B deals, ideally in SaaS or infrastructure, and have direct experience with $1M+ ACV contracts - You've operated in a high-volume deal environment and have a track record of scaling yourself - building processes, playbooks, and enablement so you're not the bottleneck - You're highly analytical - comfortable analyzing pricing, building ROI models in Excel, and grounding strategic recommendations in data - You have a point of view. You don't wait to be told what to think - you come with a perspective and know how to back it up - You operate with urgency, ownership, and very little hand-holding - You're based in or able to relocate to San Francisco or New York City