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Ellucian
Senior Deal Desk Analyst
SaaS
CRM
Excel
Edtech.com's Summary
Ellucian is hiring a Senior Deal Desk Analyst. The analyst is a senior advisor to Sales, Finance, Legal, and executive leadership on how complex software deals are priced and structured, leading deal reviews and pricing and discount governance across Ellucian's global sales organization. The role also builds the financial models and improves the deal desk processes, the internal review and approval of sales pricing and terms, that the sales team relies on.
Highlights
- Serve as the escalation point and trusted advisor for complex, strategic, and non-standard deal structures across enterprise and global accounts.
- Lead cross-functional deal reviews with Sales leadership, Finance, Legal, and Contracts to structure compliant, profitable, and scalable agreements.
- Drive pricing and discount governance so that deals align with revenue, margin, and growth objectives.
- Architect and approve complex quotes, amendments, renewals, and multi-element agreements, including cumulative discount structures and global enterprise frameworks.
- Advise on licensing models, SaaS constructs, and cloud services, and identify deal risks along with strategies to mitigate them.
- Develop financial models to evaluate profitability, revenue impact, and scenario planning, and improve end-to-end deal desk processes, tools, and policies.
- Mentor junior analysts as the subject matter expert on pricing strategy and commercial best practices.
- Requires 5+ years of deal desk, pricing, or financial analysis experience in a high-volume enterprise environment and 3+ years in an analytical role in sales, finance, or revenue operations, with advanced Excel financial modeling and working knowledge of CRM and ERP systems.
- Hybrid position based in Reston, Virginia.
Senior Deal Desk Analyst Full Description
About the Opportunity
The Senior Deal Desk Analyst is a strategic partner to Sales, Finance, Legal, and Executive Leadership, responsible for leading complex deal structuring, pricing strategy, and commercial governance across the Global Sales organization. This role operates as a senior subject matter expert, advising on high-impact transactions, driving scalable processes, and ensuring alignment with Ellucian's financial and operational objectives.
The Senior Deal Desk Analyst brings expertise in pricing models, SaaS licensing, and enterprise negotiations, and plays a critical role in influencing deal strategy, mitigating risk, and optimizing revenue outcomes. This individual thrives in a fast-paced, high-visibility environment and demonstrates executive presence, analytical rigor, and sound judgment.
Where You Will Make an Impact
- Serve as the escalation point and trusted advisor for complex, strategic, and non-standard deal structures across enterprise and global accounts
- Lead cross-functional deal reviews with Sales Leadership, Finance, Legal, and Contracts to structure compliant, profitable, and scalable agreements
- Drive pricing and discount governance, ensuring alignment with revenue, margin, and growth objectives
- Architect and approve complex quotes, amendments, renewals, and multi-element agreements including cumulative discount structures and global enterprise frameworks
- Provide strategic guidance on licensing models, SaaS constructs, cloud services, and long-term strategies
- Identify deal risks and propose mitigation strategies while balancing customer needs and business objectives
- Influence and improve end-to-end deal desk processes, tools, and policies to increase efficiency, visibility, and scalability
- Develop and maintain financial models to evaluate profitability, revenue impact, and scenario planning
- Act as a subject matter expert on pricing strategy and commercial best practices; mentor junior analysts and elevate team capability
What You Will Bring
- 5+ years of progressive Deal Desk, Pricing, Financial Analysis or other relevant experience in a high-volume, enterprise-level environment with demonstrated ownership of complex and strategic transactions
- 3+ years in an analytical role within Sales, Finance, Revenue Operations, or related disciplines
- Proven experience structuring and negotiating complex SaaS, cloud, and enterprise software agreements
- Ability to analyze, model, and recommend pricing and licensing strategies that optimize revenue and margin
- Deep understanding of revenue principles, discount governance, and commercial risk management
- Advanced expertise in Microsoft Excel including financial modeling, scenario analysis, and data interpretation
- Strong working knowledge of CRM and ERP systems and deal lifecycle processes
- Experience developing customer-facing level presentations and commercial proposals
- Excellent written and verbal communication skills with the ability to influence senior stakeholders
- Strategic thinker with strong business acumen and sound judgment
- Highly organized, detail oriented, and adaptable in a fast-paced environment
- Demonstrated ability to lead through influence, drive process improvement, and mentor others
Location: Reston, VA (Hybrid).
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