Deal Strategy Manager
hace 6 días
Madrid
Spain - Madrid Full time 113605-JOB Sprinklr is the definitive, AI-native platform for Unified Customer Experience Management (Unified-CXM), empowering brands to deliver extraordinary experiences at scale — across every customer touchpoint. By combining human instinct with the speed and efficiency of AI, Sprinklr helps brands earn trust and loyalty through personalized, seamless, and efficient customer interactions. Sprinklr’s unified platform provides powerful solutions for every customer-facing team — spanning social media management, marketing, advertising, customer feedback, and omnichannel contact center management — enabling enterprises to unify data, break down silos, and act on real-time insights. Today, 1,900+ enterprises and 60% of the Fortune 100 rely on Sprinklr to help them deliver consistent, trusted customer experiences worldwide. Job Description The Deal Strategy Manager is a trusted commercial partner to Sales and the broader quote-to-cash organization. This role helps structure complex and non-standard transactions that balance customer needs, growth objectives, profitability, accounting requirements, contractual obligations, and operational scalability. This position goes beyond administering individual deals. The successful candidate will apply sound commercial judgment, identify material risks and tradeoffs, develop executable alternatives, and help improve the policies, systems, and processes through which Sprinklr brings products to market and contracts with customers. This is an individual contributor role that will also serve as a regional point of leadership, helping drive alignment, consistency, and effective decision-making across the team without formal people-management responsibility Responsibilities Partner with the EMEA Sales team on complex new business, renewal, expansion, and strategic transactions, helping develop commercially sound and executable deal structures Analyze transactions at both the overall deal and line-item levels, considering pricing, discounting, margin, cost-to-serve, quantities, contract term, ramp structure, and renewal or expansion implications Provide clear recommendations on non-standard commercial constructs Identify potential booking, Annual Recurring Revenue (ARR), revenue-recognition, billing, credit, tax, or contractual implications and coordinate review with Revenue, Accounting, Legal, Tax, Order Management, and other subject‑matter experts as appropriate Partner with Deal Operations, Revenue Operations, GTM Systems, and other teams to ensure approved commercial decisions can be executed accurately in Salesforce CPQ and downstream systems Ensure customer‑facing quotes, order forms, and commercial terms are accurate, internally aligned, and consistent with approved product offerings, purchased entitlements, and documented deal approvals. Develop concise decision materials and recommendations for senior leaders when a transaction requires executive review or presents a significant commercial tradeoff Identify recurring seller friction, manual workarounds, approval noise, and legacy blockers, and lead or support improvements to policy, approval routing, CPQ behavior, documentation, training, and cross‑functional workflows Document important decisions, exceptions, and approval rationale in the appropriate system of record, creating clear precedent and an auditable decision trail Create and maintain practical playbooks, training materials, pricing guidance, and decision frameworks that help Sales and internal partners navigate complex transactions more effectively Participate in relevant deal reviews, forecast discussions, QBRs, and strategic initiatives where Deal Strategy insight can improve deal quality, execution speed, or organizational decision‑making Experience & Skills Required Experience in Deal Strategy, Deal Desk, Commercial Finance, Revenue Operations, Sales Operations, FP&A, or a comparable SaaS commercial role Ability to independently analyze a complex transaction and distinguish true economic or contractual risk from routine process requirements or poor commercial precedent Understanding of SaaS commercial metrics and constructs, including ARR, Annual Contract Value (ACV), Total Contract Value (TCV), discounting, margin, product or service bundling, and more Working knowledge of SaaS bookings and revenue‑recognition concepts, with the judgment to identify when Accounting, Revenue Assurance, Legal, Tax, or other specialists should be involved Experience working in Salesforce CPQ, Excel, and related quote‑to‑cash systems, including translating business issues into clear process, control, or system requirements Strong analytical and financial‑modeling skills, with the ability to evaluate both overall deal health and the specific quote lines or provisions creating risk Ability to communicate complex commercial and financial issues clearly to audiences with different functional backgrounds Demonstrated ability to challenge Sales, Product, Legal, or executive stakeholders constructively while remaining solutions‑oriented and focused on the business objective Ability to operate effectively amid ambiguity and adapt with agility as Sprinklr rapidly evolves, while forming defensible recommendations from incomplete information and clearly distinguishing known facts, assumptions, risks, and required approvals Highly organized, responsive, and capable of balancing urgent transactions with longer‑term process‑improvement work Proficient in using AI tools to improve efficiency, analysis, and work quality, while applying independent judgment, validating outputs, and avoiding over‑reliance on AI‑generated recommendations Fluency in English Experience & Skills Desired Experience supporting global software sales teams and complex SaaS transactions. Understanding of product commercialization, New Product Introduction, pricing governance, and quote‑to‑cash controls Proven ability to identify recurring commercial or operational issues and drive scalable improvements to policy, workflow, documentation, or system behavior Demonstrated ability to provide informal leadership, coach and support team members, and serve as a trusted go‑to resource for guidance, knowledge‑sharing, and consistent best practices Success Profile The successful candidate will bring hands‑on experience modeling complex SaaS transactions and translating deal economics—including ARR, ACV, TCV, margin, contract term, ramps, and discounting—into clear commercial recommendations. They will be a credible partner to Sales who can support the business objective, respectfully challenge a proposed structure when necessary, and proactively alert representatives when deal terms may affect booking treatment or require specialist review. This person will serve as an effective liaison across Sales, Finance, Revenue, Legal, Operations, and other cross‑functional stakeholders, bringing the right parties together to resolve issues and move deals forward. Because the role supports a region with limited working‑hour overlap with predominantly US‑based leadership, they must be comfortable operating independently, exercising sound judgment, and maintaining clear, proactive communication across time zones. We focus on our mission : Sprinklr was founded in 2009 to solve a big problem: growing enterprise complexity that separated brands from their customers. Our vision was clear: to unify fragmented teams, tools and data — helping large organizations build deeper, more meaningful connections with the people they serve. Today, Sprinklr has a unified, AI-native platform for four product suites: Sprinklr Service, Sprinklr Social, Sprinklr Marketing, and Sprinklr Insights. Sprinklr is here to do three things: Lead a new category of enterprise software that we call Unified-CXM. Empower companies to deliver next generation, unified engagement journeys that reimagine the customer experience. Create a culture of customer obsession, with trust, teamwork, and accountability. We believe in our product : Customers who value exceptional customer experiences have what they need on our single unified platform, built with an operating system approach on a single codebase. That means that everything — and everyone — can work together to service, respond, sell, and market to customers on the channels they prefer. While Unified Customer Experience Management (Unified-CXM) as a category is just getting started, we are well on our way to creating a no‑compromise, unified approach to better customer experiences for the world’s leading enterprise brands. We invest in our people : We offer a comprehensive suite of benefits designed to help each member of our team thrive. Sprinklr believes that you should be able to get the type of care you need for your personal well‑being when you need it. We believe it is important to take time off – it is essential for your mental and physical wellbeing. We provide Sprinklrites with paid time off to recharge and spend time with loved ones. We want to grow our talent with purpose. Our open Mentoring Program is designed to create meaningful connections that support growth and amplify our focus. EEO - Our philosophy : Our goal is to ensure every employee feels like they belong and are operating in a collaborative environment. We fervently believe every employee matters and should be respected and heard. We believe we are stronger when we belong because collectively, we’re more innovative, creative, and successful. Sprinklr is proud to be an equal-opportunity workplace and complies with all applicable federal, state, and local fair employment practices laws. We are committed to equal employment opportunity regardless of race, color, religion, creed, national origin or ancestry, ethnicity, sex (including gender, pregnancy, sexual orientation, and gender identity), age, physical or mental disability, citizenship, past, current, or prospective service in the uniformed services, genetic information, or any other characteristic protected under applicable law. Reasonable accommodations are available upon request during the interview process. To request an accommodation, please work directly with your recruitment coordinator or recruiter. Here at Sprinklr, we’re on a mission to help every organization on the planet create unified experiences that make customers happier. That customer obsession mirrors our commitment to our own people — to treating them like family, and to sharing a culture that reflects our values. Our goal is to ensure every employee feels like they belong and are operating in a judgment‑free zone regardless of gender, race, ethnicity, age, and lifestyle preference, among others. We value and celebrate diversity and fervently believe every employee matters and should be respected and heard. We believe we are stronger when we belong because collectively, we’re more innovative, creative, and successful. Sprinklr is proud to be an equal employment opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. See Sprinklr's EEO Policy and Equal Employment Opportunity is the Law notice. Reasonable accommodations are available upon request during the interview process. To request an accommodation, please work directly with your recruitment coordinator or recruiter. #J-18808-Ljbffr
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