Sr. Manager, Pricing and Deal Desk

KLDiscovery is a global leader in eDiscovery, information governance, and data recovery, helping law firms, corporations, and government agencies solve complex data challenges. We partner with clients across the full data lifecycle — from forensic collection through legal review, production, and managed hosting — spanning services, managed services/SaaS (Nebula), and support.

KLDiscovery is seeking a Senior Manager, Pricing & Deal Desk to own how we price, structure, and govern every complex deal across services, SaaS, and hybrid offerings. This is a gatekeeper role, not a modeling-support role: this person sits at the intersection of FP&A, Revenue Operations, Sales, and the Executive Leadership Team, and is accountable for deal integrity from quote to close.

Pricing strategy at KLDiscovery is set collectively — through a Pricing Council/Steerco this role runs and staffs with input from FP&A, Rev Ops, Sales, and Marketing leadership. This role owns the mechanics, governance, data, and AI-driven tooling that make that strategy executable and enforceable — they are the operator and analytical backbone of the council, not a sole decision-maker on strategy.

This is an AI-native role. The expectation is not manual spreadsheet-building — it is designing and running AI-assisted pricing models, scenario/Monte Carlo simulations, and automated review workflows (in the vein of AI-assisted Excel work already in use elsewhere in the business, e.g. Nebula ECA), so the team's analytical capacity scales without scaling headcount. This role comes with an expected annual basic salary of $160,000 - 170,000.

Own the Deal Desk & Approval Governance

• Serve as the single gatekeeper for non-standard pricing, discounting, and complex deal structures before they go to Legal/Finance sign-off.

• Design and enforce approval workflows and escalation tiers (standard terms vs. exception vs. ELT-level approval), modeled on the same discipline already applied to sales-split and closed-deal controls.

• Ensure no deal closes with unpriced or unlogged concessions — including waived/free services (e.g., training credits) — so every giveaway is captured as a $0 promotional credit rather than invisible margin leakage.

Run Pricing Governance & the Pricing Council

• Own the operating cadence of the cross-functional Pricing Council (FP&A, Rev Ops, Sales, Marketing, ELT stakeholders), including agenda, data package, and follow-through on action items.

• Translate Council direction into documented pricing policy, discounting guardrails, and approval matrices — this role executes and enforces strategy set collectively, not in isolation.

• Maintain one consistent view of pricing across the full portfolio — services, managed services/SaaS, and support — so no offering is priced in a silo.

AI-Native Pricing Analytics & Modeling

• Build AI-assisted pricing tools, not manual models: scenario tools, calculators, and Monte Carlo-style simulations run through AI-assisted platforms, with the analyst validating and interpreting output rather than hand-building every calculation.

• Automate recurring analyses (margin/discount trend tracking, deal-outcome pattern detection) so cycle time drops and consistency improves.

• Bring enough modeling fluency to build, validate, and challenge AI-generated outputs — the bar is analytical judgment and structuring, not manual Excel throughput.

Protect Margin on Complex Deal Structures

• Partner with Sales and Delivery on strategic and structurally complex deals (e.g., platform transitions, dual-hosting/dual-cost scenarios, Second Request work) to catch cost exposure before contracts sign — not after.

• Flag and quantify hidden cost overlap (e.g., concurrent third-party licensing and proprietary platform hosting during a client transition) as part of deal review, not as a post-close finance discovery.

• Distinguish revenue-driven pricing actions from structural/cost-side changes for downstream QoE and credit-agreement addback purposes, in partnership with FP&A.

Systems, Data & Reporting Integrity

• Own pricing/quote data hygiene in SFDC/CPQ — no deal desk decision should run on a hardcoded or unvalidated number.

• Ensure every priced deal is tagged correctly to the segment/SKU structure (L1/L2/L3 revenue reporting framework) so pricing outcomes roll up cleanly to board and lender reporting.

• Build and maintain KPI reporting on margin, discounting variability, deal velocity, and Council-adopted tooling.

• 8–10+ years in pricing, deal desk, revenue operations, or commercial finance — ideally with direct P&L or margin accountability, not purely support/analyst experience.

• Demonstrated ability to run governance: designing approval workflows, chairing cross-functional forums, and holding Sales accountable to process.

• Comfort using AI-assisted analytics tools to build and scale pricing models (Excel fluency is expected as a baseline for validating outputs, not the primary skill being hired for).

• Experience supporting complex B2B deals — services, SaaS, or legal tech preferred — including multi-platform or transition-period pricing.

• Executive presence: this role will present to ELT and needs to hold their own in that room, not just produce the analysis behind it.

• Strong cross-functional influence — this role has no direct reports over Sales or Delivery but must drive discipline across both.

• Experience in eDiscovery, legal tech, or managed/usage-based services pricing.

• Direct experience with AI-assisted modeling tools (e.g., Claude, Copilot) for scenario or simulation work, not just traditional BI tools.

• Experience with Salesforce, CPQ, or deal-desk workflow tooling.

• Familiarity with QoE/credit-agreement addback treatment and covenant-relevant reporting.

• Reduction in unpriced/unlogged concessions and margin leakage on complex or transitional deals.

• Deal desk cycle time and reduction in discounting variability.

• Adoption and effectiveness of AI-assisted pricing tools (measured reduction in manual model-build time).

• Clean, audit-ready pricing data flowing into segment/SKU and lender-facing reporting with no manual bridges.

• Pricing Council cadence held consistently, with documented decisions and follow-through.

KLDiscovery is an equal opportunity employer committed to building a diverse and inclusive team.