Deal Strategy Analyst Jobs

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. Okta’s Sales Development Representatives are high energy professionals that drive the demand, awareness, and interest for our market-leading cloud Security solutions. You will partner and collaborate closely with members of our Account Executive and Marketing teams to generate qualified sales leads, set meetings, and yield new deal opportunities. We're looking for professionals with strong organizational and follow up skills who work well in a team What you'll do: Uncover and approach prospects to generate new business opportunities to fuel the sales pipeline Help create and prioritize strategic target account lists within a defined territory Research and build new and existing accounts (i.e.: adding contacts, emails, strategic calling) Conduct high-level conversations with Senior Executives in prospect accounts Evangelize Okta and the On-Demand mode Achieve monthly quotas of qualified opportunities and closed business Who you are: Previous prospecting experience Experience in working to sales targets, KPIs or under time pressure would be a plus Salesforce.com experience Excellent written/verbal communication skills Strong problem-solving skills Highly motivated, driven and self-starting individual who is goal orientated Ability to work in a fast-paced, team environment Ability to understand customer needs and meet that need with a successful product sale Excellent time management/organizational skills A passion for the Tech/ Saas

Role Overview Defense Unicorns is seeking a senior Federal enablement leader to serve as a high-leverage partner to the Federal organization. This person will help the Federal team scale with more consistency, stronger operating rhythms, better deal inspection, and clearer execution across priority work. This role sits close to Federal leadership and works across Domain teams, Sales, Product, Engineering, Delivery, Finance, and Operations. It is designed for a senior operator who can turn ambiguity into structure, keep important work moving, and help leaders stay focused on customers, pipeline creation, and strategic growth. The right candidate will bring judgment, follow-through, and the ability to build lightweight systems that improve execution without slowing down a fast-moving Federal business. Key Responsibilities Federal Enablement & Operating Cadence Support Federal-specific enablement needs in partnership with Sales Enablement and Sales Operations. Translate company-wide sales processes, tools, onboarding, and reporting into clear Federal expectations and execution rhythms. Build and maintain operating cadences that help Federal leaders, Domain Directors, Mission Directors, and cross-functional partners stay focused, accountable, and aligned. Inspect weekly reporting, identify gaps or risks, and follow up on action items until they are closed. Track commitments from pipeline reviews, leadership discussions, customer meetings, and internal deal reviews. Standardize how Federal teams prepare, report, escalate, and execute while keeping process practical and useful. Onboarding Support Identify and fill Federal-specific onboarding gaps for new Federal hires. Help new team members understand Defense Unicorns' Federal motion, domain priorities, customer engagement model, deal expectations, and internal ways of working. Create and refine Federal-specific onboarding materials, templates, examples, and expectations that complement company-wide onboarding. Partne

Picture this: an AE walks into the room and introduces you. You do the work to understand the prospect and what it takes to win. You get the deal to a product and technical yes. Then someone else closes it, and the win goes on their record, not yours. Most solutions engineer roles stop at the demo. This one doesn't. The win is yours. At Datalab, solutions engineers are the sales team. The people who know the product best should be the ones asking for the signature and talking price. You'd be one of the first hires on this team, working directly with our leadership team. About Datalab Datalab is an applied research lab in New York. We train our own models to turn documents into data you can verify: scans, dense tables, handwriting, the pages other tools quietly get wrong. Because we own the models, a customer's hard problem becomes a roadmap conversation, not a feature request. Our open source work (Marker, Surya, Chandra) has more than 70,000 GitHub stars. Customers include Anthropic, ElevenLabs, Gamma, Reflection AI, and Legora, along with insurers, financial firms, and healthcare companies. We deploy anywhere from our API to fully air-gapped on-prem. We're a small, founder-led team. You'll have real influence on how we sell and what we build. Day to day You own the deal. Everything below is yours, with the whole team as backup when you want it. Own opportunities from first conversation to signature. Win the technical evaluation: scope the problem, run the proof of concept and design the deployment, whether API, VPC or on-prem. Make the business case to the customer's leadership, not just their engineers. Own pricing and commercial terms. Bring what you learn back to product and engineering, where you'll have real say and sway over what we build. Ideal candidate We care about three things: you're credible with engineers, you can hold your own with a C-suite or other executives, and you can close. We're eager to work with someone who has: Significantly contributed t

About the Team OpenAI Finance ensures the organization is positioned for long-term success as we pursue our mission. The Revenue team plays a critical role in enabling OpenAI to scale commercial offerings by overseeing billing operations, deal desk, revenue systems, revenue accounting, and controllership. We work cross-functionally with Product, Engineering, Go-To-Market, Tax, Legal, and Technical Accounting to support new monetization strategies, improve operational efficiency, and maintain financial integrity as the business grows. About the Role This senior leader will own key elements of Ads revenue accounting from technical assessment through operational execution. The role will guide accounting for products, pricing, contracts, incentives, credits, refunds, makegoods, international expansion, and new go-to-market motions. It will establish governance and translate approved accounting positions into launch, billing, data, close, reconciliation, and control requirements. Success requires deep technical revenue expertise, strong business partnership, and the ability to build durable 0-to-1 processes in a fast-changing environment. Advertising is a critical and growing monetization vector for OpenAI, and this role will help shape the financial foundations that enable Ads to scale responsibly and transparently. This role can be based in San Francisco or New York City. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. In this role, you will: Lead technical accounting assessments for Ads products and commercial arrangements, including performance obligations, variable consideration, allocation, principal-versus-agent, collectibility, contract modifications, refunds, incentives, credits, makegoods, and revenue presentation. Own and continuously evolve Ads revenue accounting policies and operating guidance as product behavior, pricing, contracting, incentive programs, and billing models change. Establish gover

Spotify's Content Business team helps bring compelling audio and video content to audiences around the world. Working across Spotify Originals, The Ringer, and licensed content, the team partners with creators, production companies, and internal stakeholders to bring content opportunities to life. We're looking for a Manager, Content Acquisition to help turn content opportunities into completed deals. You'll manage the deal process from agreed commercial terms through contract execution, working closely with Legal, Finance, Studios, and external partners. This role combines commercial judgment, contract management, and financial analysis to support Spotify's growing content business. What You'll Do Manage the execution of original and licensed content deals, from agreed commercial terms through final contracts, signatures, and close. Review, draft, and coordinate revisions to production, licensing, and talent agreements in partnership with Legal. Keep deals moving by tracking progress, identifying outstanding issues, and coordinating next steps with internal teams and external partners. Prepare clear deal documentation, including term sheets, deal summaries, approval materials, and stakeholder updates. Partner with Studios, Finance, Advertising, Partnerships, and Legal to resolve commercial questions and complete agreements. Support the evaluation of new content opportunities through financial models, business cases, and presentations. Monitor content budgets and financial commitments, identify differences against forecasts, and share insights to support informed decisions. Build productive relationships with talent representatives, production companies, and rights holders throughout the deal execution process. Who You Are <ul data-spread="false" data

Why Harvey At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come. This is a rare chance to help build a generational company at a true inflection point. We have strong product-market fit and world-class investor support. We’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched. Our team moves fast, takes ownership, and is deeply committed to the mission — operating with intensity, staying close to our customers, and pushing each other for excellence. We live by three values: Decisiveness, Simplicity, and Job's Not Finished. We act quickly on clear judgment over perfect information, we believe simplicity is what scales, and we're never satisfied with where we are. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you. At Harvey, the future of professional services is being written today — and we’re just getting started. Role Overview Harvey's Finance Engineering team is the investment-side counterpart to our Legal Engineering team: former investment professionals who bring real deal experience to Harvey's prospects and customers. Forward Deployed Finance Engineers lead discovery, demos, pilots, trainings, onboarding, and custom builds alongside our AEs and CSMs. They translate real investment work into Harvey solutions, serving as the trust layer across the entire customer lifecycle, from the first pilot to the most complex, custom-built workflow. Finance Engineers work on Harvey Deals, a new product built off of Harvey's acquisition of Benchmark. Harvey Deals is where investment teams run their deals — screening, underwriting, diligence, and committee materials — built in the firm's own templates

Block is one company built from many blocks, all united by the same purpose of economic empowerment. The blocks that form our foundational teams — People, Finance, Counsel, Hardware, Information Security, Platform Infrastructure Engineering, and more — provide support and guidance at the corporate level. They work across business groups and around the globe, spanning time zones and disciplines to develop inclusive People policies, forecast finances, give legal counsel, safeguard systems, nurture new initiatives, and more. Every challenge creates possibilities, and we need different perspectives to see them all. Bring yours to Block. The Role We are looking for a Strategic Pricing & Monetization Lead to shape how Block creates, captures, and grows value across its sales-driven channels. This role will lead a team of strategic pricing partners who support complex commercial decisions and help Sales achieve strong outcomes for Block and our customers. The role sits within Strategic Finance and partners closely with Sales, Product, Engineering, Legal, Risk, and Revenue Operations. You will provide thoughtful commercial guidance while establishing the frameworks, tools, and guardrails needed to support consistent, well-informed pricing and deal decisions. This leader will build on Block’s existing Deal Desk capabilities by expanding the use of automation, AI, data, and scalable processes. The role will also extend the team’s impact beyond individual opportunities by using insights from complex upmarket deals to inform broader pricing, packaging, monetization, and portfolio-level initiatives. You Will Lead and develop a team of strategic pricing partners who support complex commercial decisions across Block’s sales-driven channels. Partner with Sales on the most complex and strategically important opportunities, helping teams structure deals that balance customer value, revenue quality, profitability, ROI, risk, and growth. Build trusted relationships with Sales leade

About the Team OpenAI Finance helps ensure the organization is set up for success in pursuit of its mission of ensuring that artificial general intelligence benefits all of humanity. Within Finance, the Revenue Accounting, Technical team partners with Product, Strategic Partnerships, Business Development, Growth, Legal, Deal Desk, GTM, Strategic Finance, Revenue Accounting, and Finance Systems to enable scalable, operationally sound monetization. We advise on commercial and contract design, establish clear accounting positions under ASC 606, and translate those conclusions into repeatable processes, systems, controls, and reporting. About the Role We’re looking for a Manager of Revenue Accounting, Technical to drive the end-to-end technical revenue and operational workstream for OpenAI’s strategic commercial deals—from early structuring and deal-desk review through contracting, launch, and ongoing governance. Reporting to the Head of Revenue Accounting, Technical, you will serve as a key revenue advisor for complex and non-standard strategic deals, translating commercial objectives into revenue models that are economically sound, accounting-compliant, and operationally executable. You will partner with senior team members on the most novel or high-risk matters across strategic collaborations, cloud marketplaces, platform and distribution deals, licensing and revenue-share models, joint go-to-market initiatives, research collaborations, and other emerging commercial structures. You will engage from the earliest stages of a deal to shape economics, pricing, commercial terms, contract language, and product design; define the supporting data, billing, settlement, reporting, systems, controls, and revenue-recognition model; and drive cross-functional readiness through launch. After launch, you will help govern amendments, monitor whether the model is operating as intended, resolve execution issues, and evolve the approach as the partnership or business model changes. Thi

Fin , now part of Salesforce, is on a mission to help businesses provide perfect customer experiences. Our AI Agent Fin is the highest-performing AI Customer Agent on the market today, enabling businesses to deliver impeccable, always-on customer support across the customer journey, from service, to sales, to ecommerce. Powered by our own AI models, Fin resolves complex customer issues end-to-end across every channel, with minimal set-up and integration. Fin can also be combined with our natively integrated Intercom help desk, giving modern support teams one single system. Together with Salesforce, the #1 AI CRM, where humans with agents drive customer success, we're building the future of customer experience. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword, it's a way of life. The world of work as we know it is changing, and we're looking for Trailblazers who are passionate about bettering business and the world through AI. Ready to level up your career at the company leading workforce transformation in the agentic era? You're in the right place. Agentforce is the future of AI, and you are the future of Salesforce. What's the opportunity? We are hiring Account Executives and Senior Account Executives across all segments (Scale, Small Business, Mid Market, and Enterprise). Due to demand, we are centralising those interested into a single job posting. As an Account Executive, you will be a key member of the team leading the growth of our new business. We’re building a world-class sales organization, and the road ahead is going to be very exciting. This is a seat at the centre of the biggest shift selling has seen in decades. You'll be selling AI agents to companies rethinking how their entire customer experience works, which means the conversations are strategic, technical and genuinely interesting. You'll also be using AI every day to run your own territory, from qualification to research to how you read a deal, so you're not jus

Fin , now part of Salesforce, is on a mission to help businesses provide perfect customer experiences. Our AI Agent Fin is the highest-performing AI Customer Agent on the market today, enabling businesses to deliver impeccable, always-on customer support across the customer journey, from service, to sales, to ecommerce. Powered by our own AI models, Fin resolves complex customer issues end-to-end across every channel, with minimal set-up and integration. Fin can also be combined with our natively integrated Intercom help desk, giving modern support teams one single system. Together with Salesforce, the #1 AI CRM, where humans with agents drive customer success, we're building the future of customer experience. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword, it's a way of life. The world of work as we know it is changing, and we're looking for Trailblazers who are passionate about bettering business and the world through AI. Ready to level up your career at the company leading workforce transformation in the agentic era? You're in the right place. Agentforce is the future of AI, and you are the future of Salesforce. What's the opportunity? We are hiring Account Executives and Senior Account Executives across all segments (Scale, Small Business, Mid Market, and Enterprise). Due to demand, we are centralising those interested into a single job posting. As an Account Executive, you will be a key member of the team leading the growth of our new business. We’re building a world-class sales organization, and the road ahead is going to be very exciting. This is a seat at the centre of the biggest shift selling has seen in decades. You'll be selling AI agents to companies rethinking how their entire customer experience works, which means the conversations are strategic, technical and genuinely interesting. You'll also be using AI every day to run your own territory, from qualification to research to how you read a deal, so you're not jus

Fin , now part of Salesforce, is on a mission to help businesses provide perfect customer experiences. Our AI Agent Fin is the highest-performing AI Customer Agent on the market today, enabling businesses to deliver impeccable, always-on customer support across the customer journey, from service, to sales, to ecommerce. Powered by our own AI models, Fin resolves complex customer issues end-to-end across every channel, with minimal set-up and integration. Fin can also be combined with our natively integrated Intercom help desk, giving modern support teams one single system. Together with Salesforce, the #1 AI CRM, where humans with agents drive customer success, we're building the future of customer experience. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword, it's a way of life. The world of work as we know it is changing, and we're looking for Trailblazers who are passionate about bettering business and the world through AI. Ready to level up your career at the company leading workforce transformation in the agentic era? You're in the right place. Agentforce is the future of AI, and you are the future of Salesforce. What's the opportunity? We are hiring Account Executives and Senior Account Executives across all segments (Scale, Small Business, Mid Market, and Enterprise). Due to demand, we are centralising those interested into a single job posting. As an Account Executive, you will be a key member of the team leading the growth of our new business. We’re building a world-class sales organization, and the road ahead is going to be very exciting. This is a seat at the centre of the biggest shift selling has seen in decades. You'll be selling AI agents to companies rethinking how their entire customer experience works, which means the conversations are strategic, technical and genuinely interesting. You'll also be using AI every day to run your own territory, from qualification to research to how you read a deal, so you're not jus

About the Job: As the Order Management Specialist, you will ensure that system inputs are complete and accurate, orders are processed in a timely manner, work with the Deal Desk and Internal Systems team to resolve issues, and ensure accounts are provisioned. You will have excellent attention to detail, solve problems, and ability to multi task. Responsibilities: Order & Opportunity Review Review opportunities in Salesforce to ensure completeness and accuracy prior to downstream processing into NetSuite, validating pricing, product/SKU alignment, contract terms, and required fields. Review Annual Recurring Revenue (ARR) on opportunities to confirm accuracy and alignment with contract terms and pricing before deals proceed through the order-to-cash cycle. Create and monitor indirect sales orders via AWS Marketplace. Work with AWS Support to resolve any offer issues or errors. Identify, troubleshoot, and resolve data discrepancies or missing information before orders progress through the order-to-cash cycle. Serve as a quality checkpoint between deal closure and financial system entry, minimizing rework and downstream billing errors. Provisioning & Deal Documentation Review and approve provisioning details to ensure customer setup aligns with the terms of the executed agreement. Partner with Sales, Customer Success, and Deal Management to confirm that all required documentation (order forms, amendments, approvals, contracts) is complete, accurate, and obtained prior to processing. Act as a point of escalation for missing or inconsistent deal documentation, coordinating resolution across stakeholders. Systems & CPQ Administration Work closely with the internal systems/IT team to ensure Salesforce CPQ configurations (pricing rules, product bundles, approval workflows) remain accurate and up to date. Support testing and validation of CPQ and Salesforce-to-NetSuite integration changes, flagging issues that could impact order accuracy or revenue processing. Con

We’re looking for a Revenue Manager to support our global revenue accounting functions and collaborate with cross-functional teams . You will partner closely with Revenue Operations (Billings & Collections), Deal Desk, Business Technology, FP&A, Legal, Investor Relations, Sales, and other key stakeholders to influence and drive results for a wide array of business initiatives . In this role, you will oversee revenue recognition, contract reviews, and automation projects while supporting the maintenance of global revenue accounting policies and procedures . As part of our Finance team, you will contribute to the month-end close process, quarterly filings, and ad hoc requests, bringing technical ability and critical thinking to bridge the gap between operations, controls, and regulatory co mpliance . This role is based in our San Francisco office with an office-centric hybrid schedule . The standard in-office days are Monday, Tuesday, and Thursday . Most Asanas have the option to work from home on Wednesdays . Working from home on Fridays depends on the type of work you do and the teams with which you partner . If you're interviewing for this role, your recruiter will share more about the in-office requirements . What you’ll achieve Serve as a subject matter expert on revenue accounting, partnering with cross-functional teams to deliver revenue recognition–compliant solutions, including contract reviews and evaluation of non-standard sales arrangements . Support the company’s growth into a multi-product organization by driving continuous improvement of business processes, systems, and supporting documentation . Drive continuous improvement of revenue accounting processes, systems, and documentation to support a growing multi-product and consumption-based business model . Lead monthly revenue close activities, including the review of variance analyses, reconciliations, and SOX controls . Own and maintain the Company’s revenue recognition policy and other relate

About the Job: As the Order Management Specialist, you will ensure that system inputs are complete and accurate, orders are processed in a timely manner, work with the Deal Desk and Internal Systems team to resolve issues, and ensure accounts are provisioned. You will have excellent attention to detail, solve problems, and ability to multi task. Responsibilities: Order & Opportunity Review Review opportunities in Salesforce to ensure completeness and accuracy prior to downstream processing into NetSuite, validating pricing, product/SKU alignment, contract terms, and required fields. Review Annual Recurring Revenue (ARR) on opportunities to confirm accuracy and alignment with contract terms and pricing before deals proceed through the order-to-cash cycle. Create and monitor indirect sales orders via AWS Marketplace. Work with AWS Support to resolve any offer issues or errors. Identify, troubleshoot, and resolve data discrepancies or missing information before orders progress through the order-to-cash cycle. Serve as a quality checkpoint between deal closure and financial system entry, minimizing rework and downstream billing errors. Provisioning & Deal Documentation Review and approve provisioning details to ensure customer setup aligns with the terms of the executed agreement. Partner with Sales, Customer Success, and Deal Management to confirm that all required documentation (order forms, amendments, approvals, contracts) is complete, accurate, and obtained prior to processing. Act as a point of escalation for missing or inconsistent deal documentation, coordinating resolution across stakeholders. Systems & CPQ Administration Work closely with the internal systems/IT team to ensure Salesforce CPQ configurations (pricing rules, product bundles, approval workflows) remain accurate and up to date. Support testing and validation of CPQ and Salesforce-to-NetSuite integration changes, flagging issues that could impact order accuracy or revenue processing. Con

As Senior Corporate Counsel, you’ll help Coder move commercial agreements from the first redline to signature with clarity and good judgment. You’ll partner closely with Sales, Deal Desk, and Finance to negotiate contracts that support the business while managing legal risk. You’ll lead negotiations across our commercial agreements and help teammates work through legal questions as deals progress. You’ll bring practical guidance, clear communication, and a strong understanding of how in-house legal teams support growing businesses. What you’ll do here Draft, review, and negotiate commercial contracts with customers and business partners. Partner closely with Sales and Deal Desk throughout the contracting process. Work with Finance and other internal stakeholders to resolve commercial and contractual issues. Provide practical legal guidance that balances business goals with appropriate risk management. Help move negotiations forward by identifying issues, explaining tradeoffs, and finding workable solutions. Support consistent, efficient contracting practices as Coder grows. What we’re looking for 6+ years of legal experience, including significant in-house experience negotiating commercial software licensing contracts. A JD from an accredited law school. Qualified solicitor in England & Wales with a current practicing certificate, or otherwise qualified and in good standing to practice law in another relevant jurisdiction Strong commercial judgment and experience working directly with business stakeholders. Clear, concise written and verbal communication skills. The ability to manage multiple negotiations and priorities while maintaining attention to detail. A practical approach to legal advice, with the judgment to distinguish material risks from issues that should not slow a deal down. Bonus tacos if you have (Tacos? If you need an ice-breaker, ask how we say thanks by giving tacos!) Experience working with open source software or open source licensing. About