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Senior Deal Strategy Specialist

Synthesia· Commercial
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Hybrid (London)Full-timePosted 5mo ago

About the role

Senior Deal Strategy Specialist responsible for complex multi-year, multi-product deal structuring, order management, governance and stakeholder partnership to optimize ARR/TCV and ensure booking integrity for EMEA at Synthesia.

Responsibilities

  • Structure complex multi-year, multi-product deals with confidence, modelling ARR, TCV and PPU trade-offs across seat tiers, platform fees and discount scenarios
  • Approve discount and non-standard term exceptions within delegated authority and document reasoning
  • Spot structuring risks the AE/CSM did not flag, mapping pricing decisions to ARR impact, retention risk and GTM incentive alignment
  • Act as the go-to DealHub (CPQ) expert for the EMEA field, answering configuration and pricing questions
  • Peer-review Specialist deal summaries and approval decisions before they reach the field
  • Own the review and booking of signed EMEA deals. Validate contract terms, dates, SKUs and pricing against the order form
  • Resolve non-standard order structures with judgement
  • Approve non-standard booking structures and release blocked orders within delegated authority
  • Inform Deal Strategy colleagues and AEs while a deal is still negotiated about unbookable structures or revenue recognition problems
  • Review Specialist bookings ahead of close and sign off reconciliations
  • Manage month-end close reconciliation for EMEA and be accountable for Speed to Month Close
  • Identify root causes of booking errors and remove error categories through preventive controls
  • Be the named owner of at least one durable asset (e.g., pricing model, approval matrix, exception log domain, close reconciliation checklist)
  • Build and interpret own analysis (approval volumes, exception categories, rejection reasons, discount distribution, deal composition, error categories by root cause)
  • Quantify recurring patterns and implement policy or control updates within authority
  • Own one improvement project per quarter with a measurable OKR outcome
  • Act as a commercial co-pilot to EMEA VPs and Directors, joining forecast calls and flagging commercial risk
  • Explain the reasoning behind approval decisions and uphold denied exceptions while maintaining relationships
  • Build trust across Finance, Revenue Accounting, Billing, FP&A, Sales Comp and Legal
  • Run Deal Desk 101 for new AE/CSM joiners and refreshers for policy changes

Qualifications

  • 4+ years in Deal Desk, Revenue Operations, Order Management or commercial finance at a B2B SaaS company (deal structuring and post-signature booking)
  • Working knowledge of ASC 606 / IFRS 15 revenue recognition and SOX control requirements
  • Advanced Salesforce skills (reports/dashboards, accurate data)
  • Deep CPQ experience (DealHub, Salesforce CPQ or similar) including billing configuration
  • Strong modelling in Excel/Google Sheets (ARR/TCV, multi-year, ramp, discount waterfalls)
  • Track record of documented exception decisions within delegated authority
  • Experience spanning UK, DACH, Nordics and wider European deal cycles

Skills

Required:Deal structuringCPQ (DealHub, Salesforce CPQ)Revenue recognition knowledgeSalesforce

Benefits

  • Not specified in the description
Last updated Oct 14, 2026. Interested? Apply on the company site.

About Synthesia

#1 AI Video Platform for Business

Synthesia is a #1 AI Video Platform for Business. Our AI Video Generator enables anyone to create professional videos without mics, cameras, actors, or studios. Using AI, we’re radically changing the process of video content creation, making it scalable and affordable while maintaining high quality.

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