Synthesia
Commercial
DealStrategyAnalystEMEA
“Deal Strategy Analyst - EMEA at Synthesia. Skills: Deal review, Deal structuring, Commercial operations, Systems management, Stakeholder partnership, Process ownership. Review deal submissions for compliance with pricing policy, discount schedules, and approval thresholds. Approve standard deals and route exceptions to senior reviewers”
What You'll Achieve.
Structure, price, and approve deals that are commercially sound, operationally clean, and built to close; Ensure opportunity records, pricing fields, and approval audit trails are accurate and complete; Ensure SLAs are met for standard submissions; Help roll out new commercial policies into the EMEA field
Industry & Context.
Triage exception requests; Gather supporting context from the AE/CSM; Spot common commercial risks in deal structures; Flag misconfigurations; Escalate system issues; Flag deal structures that may create recognition complexity
EMEA-based and comfortable spanning UK, DACH, Nordics, and broader European deal cycles
What They're Looking For.
Must Have
At least 2 years of experience in a Deal Desk, Sales Operations, Revenue Operations, or commercial finance role in a B2B SaaS company, Hands-on Salesforce experience, Comfort building and interpreting deal models in Excel or Google Sheets — ARR/TCV splits, multi-year commit scenarios, discount waterfall logic, Clear, confident communicator — comfortable fielding questions from AE/CSMs and asking for help when a deal is outside your remit, Highly organised with a low error rate on repetitive, process-driven tasks, Proactive by default — you flag problems early rather than waiting to be asked, EMEA-based and comfortable spanning UK, DACH, Nordics, and broader European deal cycles
Nice to Have
Experience with CLM platforms (Ironclad, LinkSquares, Luminance, or similar), Exposure to AWS Marketplace or other cloud marketplace deal mechanics, Experience supporting a Deal Desk or RevOps tooling implementation, Familiarity with NetSuite for order management or billing workflows, Knowledge of EMEA-specific commercial nuances: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements
What You'll Do.
Review deal submissions for compliance with pricing policy
and approval thresholds
Approve standard deals and route exceptions to senior reviewers
Support modelling of multi-year
Spot common commercial risks in deal structures and flag them
Triage exception requests
gather supporting context
and prepare them for review
Manage deal data integrity in Salesforce
Work within DealHub (CPQ) to validate deal configurations
flag misconfigurations
and escalate system issues
Support ARR and revenue recognition hygiene
Assist with maintaining Deal Desk playbooks
floor pricing references
and discount schedule documentation
Act as a first point of contact for commercial queries and deal submission questions
Coordinate with Finance and Legal on routine deal questions
Communicate approval decisions clearly
Manage inbound deal desk cases from the EMEA field
Maintain deal log accuracy
Hit SLAs consistently
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
How You'll Work.
Team & Collaboration
Partner directly with AE/CSMs, Sales leadership, Finance, and Legal across the EMEA region; Coordinate with Finance and Legal on routine deal questions; Communicate approval decisions clearly — explaining the why, not just the outcome, and building AE/CSM trust through consistency and speed
Communication Scope
Clear, confident communicator; Comfortable fielding questions from AE/CSMs; Communicate approval decisions clearly
Applying for this Deal Strategy Analyst - EMEA role?
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