Senior Director - Deal Strategy and Monetization

Your opportunity

New Relic is seeking a proven and experienced leader to manage and scale our Deal Strategy & Monetization Group in support of the Americas. As part of this role, you will exercise strong business acumen in making decisions on go/no-go opinions for the company’s most strategic & complex deals. This includes the creation and alignment of commercial frameworks, custom pricing, and leading of pricing improvement initiatives. In parallel, you will be using pricing analytics for decision support and providing feedback to the internal Deal Management team along with other business partners. Your work will drive executive decisions that are core to our long-term success!

This role leads New Relic’s Deal Strategy & Monetization team working with Sales teams to vet and formulate repeatable commercial frameworks to help New Relic negotiate more effective agreements for our important accounts. This role will also have the chance to lead the deal execution process, which requires collaborating with multiple functions such as Sales, Revenue Recognition, Finance, Legal, Product Management and Sales Ops to provide governance for non-standard deal approvals and supporting contractual terms. Helping enable these teams as new pricing and packaging strategies develop will be part of the sales collaboration. 

What you'll do

• Lead  the Amer Deal Strategy & Monetization team, operating framework, end-to-end process, systems, & metrics for deal management function
• Oversee commercial terms and non-standard approvals
• Accountable for deal structuring practices & policies that accelerate growth, improve sales velocity and ensure fair value for New Relic and customers
• Acts as senior escalation point and approval authority in commercial negotiations
• Lead projects and initiatives focused on efficiency and simplifying processes throughout the sales organization
• Enhance, track and report deal metrics and make recommendations to improve functional & financial performance
• Partner with Sales, Product Management, Legal and Finance to develop programs to enhance deal profitability and ensure New Relic’s interests are protected
• Perform regular data analysis to observe and drive enhanced productivity across deal development and deal cycle times.
• Operate at the highest levels of integrity and transparency and appropriately address any gaps in these areas
• Provide financial modeling and analysis as needed to support pricing, discount, and go-to-market investment decisions

This role requires

• 10+ years of Operations/Sales Operations/Finance management experience
• Bachelor’s in finance, accounting or adjacent field
• Demonstrated understanding of Consumption and/or SaaS go-to-market models
• Proven success leading & scaling multi-discipline Finance or Operations teams
• Highly analytical, fact driven, process orientated, but comfortable challenging the status quo and setting new strategic/operational direction
• Excellent verbal, written, and presentation communication skills
• Combination of strong intellect, creative problem solving, effective communication with colleagues and willingness to roll up sleeves to improve performance
• Strong business acumen, ideally in a software related environment
• A consistent track record of using deep analytical skills to see beyond the numbers to drive strategy

Bonus points if you have

• Experience managing the Sales cycle and structuring SaaS deals, especially those of significant value
• SFDC and ERP systems experience a plus

Please note that visa sponsorship is not available for this position.

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The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience.

New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time-off, a discounted employee stock purchase plan, and other competitive benefit