Deal Desk & Pricing Analyst
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What you'll do
- Manage pricing and deal requests across Salesforce, email, and direct outreach – partnering with Sales from early discovery through final commercial alignment, and prioritizing urgent opportunities within agreed-upon service levels
- Design pricing structures, review nonstandard deal terms, and route opportunities through the appropriate approval paths, acting as the hub between Sales, Finance, Contracts, Sales Operations, Product, and technical partners
- Analyze deployment complexity, connected systems, support needs, cloud costs, discount patterns, margins, and payment terms to flag potential revenue leakage and its impact on margins, customer perception, and close rates
- Build and improve flexible pricing models and tools – including the pricing calculator – that help Sales structure deals accurately, profitably, and consistently
- Provide input into packaging and pricing approaches for large deployments, new customer types, and other nonstandard use cases, in partnership with Finance leadership
- Maintain a deal scorecard and approval matrix defining requirements by deployment type, size, and complexity, and establish clear approval thresholds, checklists, routing rules, and templates
- Map workflows to identify bottlenecks and drive improvements through standardized templates, automation, and Salesforce or CPQ enhancements – improving quote-to-close time, approval velocity, and Sales enablement
What they're looking for
- 5-8+ years of experience in Strategic Finance, FP&A, Deal Desk, or a related pricing function (Revenue Operations, Sales Strategy), with a strong foundation supporting sales teams through complex or nonstandard commercial opportunities
- Experience building, using, or improving pricing and financial models, and translating ambiguous inputs into actionable recommendations
- Strong analytical skills, proficiency with Excel or Google Sheets, and experience working in Salesforce
- Understanding of the financial implications of commercial terms (margin impact, payment terms, cash flow timing)
- Ability to operate effectively in a fast-moving environment with shifting priorities, applying sound business judgment to balance precision with practical decision-making
- A collaborative, service-oriented approach with clear communication skills and the ability to influence stakeholders who don't report to you
Nice to have
- Experience pricing an all-inclusive platform or services-enabled software (vs. seat/usage/SKU-based)
- Partnering directly with Product
- Improving Salesforce/CPQ configurations or deal-routing automation
- Working at a larger tech company with established commercial practices
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Backed by leading Silicon Valley investors, Peregrine helps public safety organizations, state and local and governments, federal agencies, and private-sector institutions address society’s challenges with unprecedented speed and accuracy. Our AI-enabled platform turns siloed and disconnected data into operational intelligence — instantly surfacing mission-critical information to empower better, faster decisions that improve outcomes at every touchpoint. Today Peregrine supports hundreds of customers across 30+ states and two countries, serving more than 125 million people — and we’re amplifying our impact as we expand into the enterprise and internationally.
The Role
We're looking for a Deal Desk & Pricing Analyst to own how we structure, price, review, and approve complex deals – acting as the central partner to Sales, Finance, Contracts, Sales Operations, Product, and technical teams so the business can move quickly without compromising deal quality or Peregrine's financial health.
In this role, you will:
- Manage pricing and deal requests across Salesforce, email, and direct outreach – partnering with Sales from early discovery through final commercial alignment, and prioritizing urgent opportunities within agreed-upon service levels
- Design pricing structures, review nonstandard deal terms, and route opportunities through the appropriate approval paths, acting as the hub between Sales, Finance, Contracts, Sales Operations, Product, and technical partners
- Analyze deployment complexity, connected systems, support needs, cloud costs, discount patterns, margins, and payment terms to flag potential revenue leakage and its impact on margins, customer perception, and close rates
- Build and improve flexible pricing models and tools – including the pricing calculator – that help Sales structure deals accurately, profitably, and consistently
- Provide input into packaging and pricing approaches for large deployments, new customer types, and other nonstandard use cases, in partnership with Finance leadership
- Maintain a deal scorecard and approval matrix defining requirements by deployment type, size, and complexity, and establish clear approval thresholds, checklists, routing rules, and templates
- Map workflows to identify bottlenecks and drive improvements through standardized templates, automation, and Salesforce or CPQ enhancements – improving quote-to-close time, approval velocity, and Sales enablement
About You
- Service-oriented and action-biased: you understand Deal Desk exists to help Sales close efficiently while protecting Peregrine's long-term financial health, and you're comfortable driving toward scalable solutions in ambiguity rather than waiting for a perfect process
- Financially and commercially sharp: you can assess deal economics – margin impact, cash flow timing, payment terms, discounts – and explain the business implications clearly to Sales and Finance
- Skilled at pricing and deal structure: you build and maintain financial models and help Sales structure deals that are fast, accurate, profitable, and scalable
- Meticulous: you know overlooked terms or errors can have real consequences, and you build systematic controls that prevent mistakes
- A strong communicator and systems thinker: you translate complex pricing and deal risk into concise, practical guidance, build credibility across cross-functional partners, and identify workflow inefficiencies worth fixing
What We Look For
- 5-8+ years of experience in Strategic Finance, FP&A, Deal Desk, or a related pricing function (Revenue Operations, Sales Strategy), with a strong foundation supporting sales teams through complex or nonstandard commercial opportunities
- Experience building, using, or improving pricing and financial models, and translating ambiguous inputs into actionable recommendations
- Strong analytical skills, proficiency with Excel or Google Sheets, and experience working in Salesforce
- Understanding of the financial implications of commercial terms (margin impact, payment terms, cash flow timing)
- Ability to operate effectively in a fast-moving environment with shifting priorities, applying sound business judgment to balance precision with practical decision-making
- A collaborative, service-oriented approach with clear communication skills and the ability to influence stakeholders who don't report to you
- Bonus: experience pricing an all-inclusive platform or services-enabled software (vs. seat/usage/SKU-based), partnering directly with Product, improving Salesforce/CPQ configurations or deal-routing automation, or working at a larger tech company with established commercial practices
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, certifications or licenses, and specific work location. Information on the benefits offered is here.
Peregrine Technologies is committed to creating an inclusive environment for all employees. We celebrate diversity and are a proud equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Company
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