Sr Manager, Deal Strategy & Proposal Operations

About Veho

Veho’s mission is to power the future of commerce by making shopping, shipping and returns seamless for everyone.

We are building a modern, end-to-end logistics infrastructure designed entirely for the ever-evolving needs of ecommerce brands and everyday consumers.

Powered by next-generation technology and a vertically integrated supply chain, Veho gives brands and their customers unprecedented control over their deliveries and removes the pain from the ecommerce post-purchase experience. We make delivery the ‘extension of the brand’ and leverage it to create deeper loyalty and trust between brands and their customers, driving customer retention and lifetime value. Our rapidly growing client list includes leading consumer brands like Hello Fresh, Zara, Macy’s, Sephora, and more.

To truly build an iconic company, we strongly believe that our people and values must be aligned with our mission. As such, we take pride in our championship team, merit-based culture. We seek team players who want to compete, win, make an impact and build a legacy, and we reward performance and impact players with generous equity and incredible career growth opportunities.

Role Overview

The Senior Manager, Deal Strategy & Proposal Operations will own Veho's commercial pursuit strategy from first signal to signed contract. This person will bring the process and infrastructure to know what wins enterprise deals — not just what fills out an RFP response — and the operational discipline to make that judgment repeatable and scalable.

This role sits at the intersection of sales strategy, pricing, and commercial solutions, with direct visibility into Veho's most important growth opportunities. Commercial leadership turns to this person when the stakes are highest: a complex negotiation, a re-bid after a loss, a non-standard deal structure that needs a creative solution. The role reports to the Sr. Director of Revenue Operations & Strategy with a dotted line to the CRO, and partners closely with Strategic Finance & Pricing on deal economics.

Key Responsibilities

Commercial Pursuit Strategy

• Serve as Veho's strategic lead on all enterprise pursuits — shaping how we position our network, technology, and service model to win against incumbent carriers and competing bids.

• Develop and own win strategies for every active RFP: identify the buyer's real decision criteria, assess Veho's competitive position honestly, and craft a submission that addresses both — not one that just answers the questions asked.

• Introduce capture management discipline: engage with AEs and CSMs before RFPs are issued to build relationships with the buyer, shape requirements where possible, and develop win themes before the formal solicitation clock starts.

• Work alongside sellers post-submission to maintain momentum, address buyer concerns, and position Veho for award and future expansion.

• Set win rate targets, track performance across bid cycles, and report trends to commercial leadership with clear, opinionated recommendations.

Business Fluency & Commercial Judgment

• Develop a deep understanding of Veho's unit economics, margin structure, and network capabilities — and use that fluency to advise on which deals are worth pursuing, at what price, and on what terms.

• Be the voice in the room that connects deal structure to business outcomes: when a seller wants to offer a concession, you know whether it moves the needle for the customer and what it costs Veho to give it.

• Partner with Strategic Finance & Pricing to translate margin thresholds and pricing models into deal guidance sellers can apply quickly and confidently in live negotiations.

• Bring a point of view on competitive positioning: understand how Veho stacks up against FedEx, UPS, OnTtrack, GoFo, and other regional carriers on the dimensions that enterprise buyers actually care about — and build that intelligence into every submission.

• Advise commercial leadership on structural patterns in wins and losses — not just reporting what happened, but recommending what to change and why.

Negotiation & Deal Structure

• Own Veho's commercial negotiation framework: develop term positions, discount guardrails, and escalation thresholds that give sellers a principled, fast foundation for enterprise negotiations.

• Serve as the strategic escalation point for complex or non-standard deal requests — advising on alternative structures that protect margin while advancing deal velocity.

• Develop standard proposal frameworks by customer segment (Retail, 3PL, Healthcare, Enterprise) that reflect how differ