Deal Strategy Specialist

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. WELCOME TO THE VIDEO-FIRST WORLD From your everyday PowerPoint presentations to Hollywood movies, AI will transform the way we create and consume content. Today, people want to watch and listen, not read — both at home and at work. If you’re reading this and nodding, check out our brand video https://www.youtube.com/watch?v=UVNUCBUrHL0. Despite the clear preference for video, communication and knowledge sharing in the business environment are still dominated by text, largely because high-quality video production remains complex and challenging to scale—until now… Meet Synthesia We're on a mission to make video easy for everyone. Born in an AI lab, our AI video communications platform simplifies the entire video production process, making it easy for everyone, regardless of skill level, to create, collaborate, and share high-quality videos. Whether it's for delivering essential training to employees and customers or marketing products and services, Synthesia enables large organizations to communicate and share knowledge through video quickly and efficiently. We’re trusted by leading brands such as Heineken, Zoom, Xerox, McDonald’s, and more. Read stories from happy customers https://www.synthesia.io/case-studies and what 1,200+ people say on G2 https://www.g2.com/products/synthesia/reviews#reviews. In 2023, we were one of 7 European companies to reach unicorn status. In February 2024, G2 named us as the fastest-growing company in the world. We’ve raised over $150M in funding from top-tier investors, including Accel, Nvidia, Kleiner Perkins, Google, and top founders and operators including Stripe, Datadog, Miro, Webflow, and Facebook. About the Role The Deal Strategy Specialist 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 NAMER 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 NAMER: 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 NAMER Strategic 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 NAMER 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, n