Deal Strategy Analyst - EMEA

• Work as a commercial operator embedded in Synthesia's Revenue Operations function, in a deal desk role with genuine depth. • Partner directly with AEs and CSMs, Sales leadership, Finance, and Legal across EMEA to structure, price, and approve deals that are commercially sound, operationally clean, and built to close. • Support the EMEA deal review process from first submission through approval routing, exception triage, and post-signature hygiene. • Act as a day-to-day partner to AEs and CSMs on standard deals, escalating non-standard structures to senior team members. • Bring strong technical foundations in Salesforce, revenue recognition, and CPQ alongside developing commercial judgement and a willingness to learn the craft of deal structuring. • Work from the London office on a hybrid basis.

• Have at least 2 years of experience in a Deal Desk, Sales Operations, Revenue Operations, or commercial finance role at a B2B SaaS company. • Have hands-on Salesforce experience, navigating opportunity records, running reports, and maintaining deal data accuracy without hand-holding. • Be familiar with CPQ systems such as DealHub or Salesforce CPQ, understanding how deal configurations map to pricing outputs. • Have working knowledge of revenue recognition principles under ASC 606 or IFRS 15, enough to spot when a deal structure creates a recognition issue and escalate it. • Build and interpret deal models in Excel or Google Sheets, covering ARR and TCV splits, multi-year commit scenarios, and discount waterfall logic. • Understand SaaS commercial mechanics including ARR, TCV, per-seat pricing, platform fees, and multi-year discounting. • Communicate clearly and confidently, fielding questions from AEs and CSMs and asking for help when a deal falls outside your remit. • Stay highly organised with a low error rate on repetitive, process-driven tasks. • Work proactively, flagging problems early rather than waiting to be asked. • Be EMEA-based and comfortable spanning UK, DACH, Nordics, and broader European deal cycles.

• Have experience with CLM platforms such as Ironclad, LinkSquares, or Luminance. • Have exposure to AWS Marketplace or other cloud marketplace deal mechanics. • Have supported a Deal Desk or RevOps tooling implementation. • Be familiar with NetSuite for order management or billing workflows. • Know EMEA-specific commercial nuances such as GDPR data processing terms, EU procurement cycles, and local PO and invoicing requirements.

• Review deal submissions from EMEA AEs and CSMs for compliance with pricing policy, discount schedules, and approval thresholds, approving standard deals and routing exceptions to senior reviewers. • Support modelling of multi-year, multi-product deals, building ARR, TCV, and per-seat or platform fee scenarios under the guidance of senior team members. • Spot common commercial risks in deal structures and flag them for review. • Triage exception requests, gather supporting context, and prepare them for senior review with clear documentation. • Manage deal data integrity in Salesforce, keeping opportunity records, pricing fields, and approval audit trails accurate and complete. • Work within DealHub to validate deal configurations, flag misconfigurations, and escalate system issues during the review workflow. • Support ARR and revenue recognition hygiene by flagging deal structures that may create recognition complexity. • Help maintain Deal Desk playbooks, floor pricing references, and discount schedule documentation. • Act as first point of contact for EMEA AEs and CSMs on standard commercial queries and deal submission questions. • Coordinate with Finance and Legal on routine deal questions, escalating non-standard terms or booking issues. • Communicate approval decisions clearly, explaining the why rather than just the outcome, building trust through consistency and speed. • Manage inbound deal desk cases from the EMEA field, triaging requests via the shared mailbox, tracking case status, and meeting SLAs on standard submissions. • Maintain deal log accuracy, hit SLAs consistently, and surface observations on recurring approval patterns. • Flag recurring exceptions that may signal a gap in the approval framework. • Help roll out new commercial policies into the EMEA field by maintaining documentation and supporting enablement sessions.

• Receive a competitive salary plus stock options in a fast-growing Series E company. • Take paid parental leave of 16 weeks at full pay for primary caregivers and 5 weeks at full pay for secondary caregivers. • Take 25 days of annual leave plus public holidays. • Join the cycle to work scheme in London. • Get private medical insurance on a Medical History Disregarded basis, including mental health support, dental and vision, cashback, and gym discounts. • Access a generous referral scheme. • Receive pension contributions or salary sacrifice. • Get a work from home setup. • Attend regular socials. • Take a huge opportunity for career growth while helping shape a market-defining product.

Synthesia is the world's leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017 and headquartered in London, the company has offices and teams across Europe and the US, building products that enhance visual communication and enterprise skill development. Following a $200 million Series E round it is valued at $4 billion, with total funding exceeding $530 million from investors including Accel, NVentures, Kleiner Perkins, GV, and Evantic Capital.