Deal Strategy Analyst - EMEA

Job description

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. The Deal Strategy Analyst is a commercial operator embedded in Synthesia's Revenue Operations function. This is a deal desk role with depth — you’ll partner directly with AE/CSMs, Sales leadership, Finance, and Legal across the EMEA region to structure, price, and approve deals that are commercially sound, operationally clean, and built to close. You will support the deal review process for EMEA: from first submission through approval routing, exception triage, and post-signature hygiene. You’re a day-to-day partner to AE/CSMs on standard deals, escalating non-standard structures to senior team members. We are looking for someone with strong technical foundations — Salesforce fluency, revenue recognition awareness, and comfort working in CPQ environments — alongside developing commercial judgement and a willingness to learn the craft of deal structuring. WHAT YOU'LL DO: DEAL REVIEW & STRUCTURING - Review deal submissions from EMEA AE/CSMs for compliance with pricing policy, discount schedules, and approval thresholds — approving standard deals and routing exceptions to senior reviewers - Support modelling of multi-year, multi-product deals — building ARR, TCV, and per-seat/platform fee scenarios under the guidance of senior team members - Spot common commercial risks in deal structures and flag them to senior team members or the Manager for review - Triage exception requests, gather supporting context from the AE/CSM, and prepare them for review by senior team members with clear documentation COMMERCIAL OPERATIONS & SYSTEMS - Manage deal data integrity in Salesforce — ensuring opportunity records, pricing fields, and approval audit trails are accurate and complete - Work within DealHub (CPQ) to validate deal configurations, flag misconfigurations, and escalate system issues during the deal review workflow - Support ARR and revenue recognition hygiene by flagging deal structures that may create recognition complexity for senior review - Assist with maintaining Deal Desk playbooks, floor pricing references, and discount schedule documentation STAKEHOLDER PARTNERSHIP - Act as a first point of contact for EMEA AE/CSMs on standard commercial queries and deal submission questions, escalating senior or complex requests as needed - Coordinate with Finance and Legal on routine deal questions, escalating non-standard commercial terms or booking issues to senior team members - Communicate approval decisions clearly — explaining the why, not just the outcome, and building AE/CSM trust through consistency and speed - Manage inbound deal desk cases from the EMEA field — triaging requests from AE/CSMs via the shared deal desk mailbox, tracking case status, and ensuring SLAs are met for standard submissions PROCESS OWNERSHIP - Maintain deal log accuracy, hit SLAs consistently, and surface observations on recurring approval patterns to the Manager - Flag recurring exceptions to the Director that may signal a gap in the approval framework - Help roll out new commercial policies into the EMEA field by maintaining documentation and supporting enablement sessions WHAT WE'RE LOOKING FOR: EXPERIENCE & TECHNICAL SKILLS - At least 2 years of experience in a Deal Desk, Sales Operations, Revenue Operations, or commercial finance role in a B2B SaaS company - Hands-on Salesforce experience — you can navigate opportunity records, run reports, and maintain deal data accuracy without hand-holding - Familiarity with CPQ systems (DealHub, Salesforce CPQ, or similar) — you understand how deal configurations map to pricing outputs - Working knowledge of revenue recognition principles (ASC 606 / IFRS 15) — enough to identify when a deal structure creates a recognition issue and escalate appropriately - Comfort building and interpreting deal models in Excel or Google Sheets — ARR/TCV splits, multi-year commit scenarios, discount waterfall logic WHAT YOU'LL BRING - Working understanding of SaaS commercial mechanics: ARR, TCV, per-seat pricing, platform fees, multi-year discounting. - Clear, confident communicator — comfortable fielding questions from AE/CSMs and asking for help when a deal is outside your remit. - Highly organised with a low error rate on repetitive, process-driven tasks. - Proactive by default — you flag problems early rather than waiting to be asked. - EMEA-based and comfortable spanning UK, DACH, Nordics, and broader European deal cycles. NICE TO HAVE: - Experience with CLM platforms (Ironclad, LinkSquares, Luminance, or similar) - Exposure to AWS Marketplace or other cloud marketplace deal mechanics - Experience supporting a Deal Desk or RevOps tooling implementation - Familiarity with NetSuite for order management or billing workflows - Knowledge of EMEA-specific commercial nuances: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements In addition to being a part of a great team, working in a fun and innovative environment, we offer... - A competitive salary + stock options in our fast-growing Series E start-up. - Paid parental leave entitling primary caregivers to 16 weeks of full pay, and secondary 5 weeks of full pay - 25 days of annual leave + public holidays in the country where you are based. - Cycle to work scheme (London). - Regular socials. - Private Medical Insurance (Medical History Disregarded basis) including mental health support, dental & vision, cashback and gym discounts. (UK) - A generous referral scheme. - Pension contribution/salary sacrifice. - Work from home set up. - A huge opportunity for career growth as you’ll help shape a market-defining product. UK Benefits (for region-specific, see here https://synthesia.notion.site/Benefits-262c16d22bf181b28b68d963d0ec706b?source=copy_link)