Senior Deal Strategy Specialist
Synthesia · London
Synthesia is the world’s leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, the company is headquartered in London, with offices and teams across Europe and the US.
As AI continues to shape the way we live and work, Synthesia develops products to enhance visual communication and enterprise skill development, helping people work better and stay at the center of successful organizations.
Following our recent Series E funding round, where we raised $200 million, our valuation stands at $4 billion. Our total funding exceeds $530 million from premier investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, alongside the founders and operators of Stripe, Datadog, Miro, and Webflow.
Deal Strategy & Structuring
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 your delegated authority without Manager review, and document your reasoning, including for the ones you decline
Spot structuring risks the AE/CSM did not flag, and map 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 directly instead of routing them upward
Peer-review Specialist deal summaries and approval decisions before they reach the field
Order Management & Booking Integrity
Own the review and booking of signed EMEA deals. Validate contract terms, dates, SKUs and pricing against the order form, and resolve non-standard order structures with judgement rather than escalation
Approve non-standard booking structures and release blocked orders within your delegated authority
Work upstream: tell Deal Strategy colleagues and AEs while a deal is still being negotiated if a structure will be unbookable or will create a revenue recognition problem
Review Specialist bookings ahead of close and sign off their reconciliations
Manage the month-end close reconciliation for EMEA rather than performing one step of it, and be accountable for Speed to Month Close
Find the root cause of booking errors and remove the whole category. Build the control that prevents the error class, not just the fix for one instance
Governance & Analysis
Be the named owner of at least one durable asset, for example a pricing model, the approval matrix, an exception log domain, the order validation rule set or the close reconciliation checklist
Build and interpret your own analysis instead of requesting it: approval volumes, exception categories, rejection reasons, discount distribution, deal composition, and error categories by root cause
Quantify recurring patterns (magnitude, source, period) and put policy or control updates in place within your authority, escalating only true architecture questions
Own one improvement project per quarter with a named, measurable outcome, normally an OKR key result you already own
Stakeholder Partnership
Act as a commercial co-pilot to EMEA VPs and Directors, joining forecast calls and raising commercial risk before it reaches the inbox
Explain the why behind approval decisions, and hold the line on a declined exception without damaging the relationship
Build trust across Finance, Revenue Accounting, Billing, FP&A, Sales Comp and Legal. Be known as the person who unblocks orders, not the person who rejects them
Run Deal Desk 101 for new AE/CSM joiners within their first 30 days, plus refreshers when deal hygiene slips or policy changes
How We Work: The Four Pillars
01 Know Your Business. Know the EMEA deals that need strategic structuring, and what is landing this quarter that will be messy. Know what a standard deal looks like compared with a real exception, in numbers rather than instinct. Build that picture yourself instead of inheriting it from Clari.
02 Proactive Engagement. Flag risky structures and problem orders days before quarter end, not during it. Bring quantified insights to Sales leaders, for example: "40% of blocked orders last quarter trace to one missing field. Let's make it required in CPQ."
03 Build Deep Relationships. Be the first call on a commercial question, not the last resort. Earn enough credibility that Finance takes your judgement on a grey-area booking without arguing it again.
04 Be a Force Multiplier. Build at least one reusable asset the team depends on. Document booking policy in language the field can follow. Make sure what you learn doesn't stay locked in a single deal.
What We're Looking For
Experience & Technical Skills
4+ years in Deal Desk, Revenue Operations, Order Management or commercial finance at a B2B SaaS company, including direct experience of both deal structuring and post-signature booking
Working knowledge of ASC 606 / IFRS 15 revenue recognition and SOX control requirements. This is required, not a nice-to-have. You can tell when a structure will create a recognition issue before it is signed
Advanced Salesforce skills: you build your own reports and dashboards and keep opportunity and approval data accurate
Deep CPQ experience (DealHub, Salesforce CPQ or similar), including billing configuration and how deal setup flows downstream
Strong modelling in Excel or Google Sheets: ARR/TCV splits, multi-year and ramp scenarios, discount waterfalls
A track record of making documented exception decisions within delegated authority
What You'll Bring
Sound commercial judgement in grey areas, with the confidence to approve, decline or reshape a deal and explain why
Clear, credible communication with VPs, Finance and Legal alike, including the ability to say no and be thanked for it
Systems thinking: you fix the process, not just the ticket
Comfort with analysis: in your hands, an insight always comes with a source
A habit of documenting, coaching and lifting the team around you
Experience spanning UK, DACH, Nordics and wider European deal cycles
Nice to Have
NetSuite experience for order management, billing or month-end close
CLM platforms (Ironclad, LinkSquares, Luminance or similar)
AWS Marketplace or other cloud marketplace deal and booking mechanics
Experience leading a Deal Desk, CPQ or quote-to-cash tooling implementation
Knowledge of EMEA specifics: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements