The Commercial Strategy Manager is responsible for developing and executing deal strategies that support the company's overall growth and business objectives. This role will work closely with sales and other cross-functional teams to identify, evaluate and negotiate strategic transactions. The ideal candidate will have a strong understanding of deal structuring, business strategy, and financial modeling, as well as excellent communication and negotiation skills.
Additionally, we require someone with robust operational experience who is adept at working cross-functionally, connecting strategic insights to practical implementation, and operationalizing deal structures effectively. Program management skills are essential, as this role will drive key cross-functional programs.
What You'll Do
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Be the primary point of contact for sellers, providing coaching and guidance for commercial deal structures and negotiations
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Provide guidance on deal structures including pricing strategies and buying incentives that are a win-win, creating a competitive offer that meets both customer and Workiva objectives
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Partner with Sales, Deal Desk, Legal, Accounting and other stakeholders to develop creative & strategic solutions to address complex negotiation topics.
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Lead strategic initiatives by identifying efficiency opportunities, creating detailed project plans and successfully executing on those plans effectively across cross functional teams
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Review & negotiate commercial redlines and drafting non-standard commercial terms, and ensure alignment with legal and commercial guidelines
What You'll Need
Minimum Qualifications
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Typically requires 6+ years in customer-facing deal strategy, contracts negotiations involving pricing and contractual terms including MSAs and sales orders
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Typically requires 6+ years experience in architecting deals and building a financial model to support the business requirements
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Typically requires a Bachelor’s degree or relevant working experience
Preferred Qualifications
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Experience at a high-growth SaaS technology company
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Experience with project management tools and techniques
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Experience with drafting executive summaries and briefings
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Proficiency in CRM tools, preferably Salesforce
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Ability to build internal and external relationships, influence change and ensure alignment at all levels
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Experience with negotiating with public sector and regulated markets deals
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Strong operational experience with a proven track record of working cross-functionally, strategically structuring deals and operationalizing them effectively
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Demonstrated ability to lead projects to completion independently
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Demonstrated program management skills, capable of managing key cross-functional initiatives
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Excellent verbal, written, and interpersonal communication skills
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Strong negotiation skills, with the ability to articulate complex ideas clearly and persuasively
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Thorough understanding of the partner landscape as it relates to technology
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Ability to work Eastern Time preferred
Travel Requirements & Working Conditions
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Up to 10% for internal or customer-facing meetings, training, and other requirements
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Reliable internet access for any period of time working remotely, not in a Workiva office
How You’ll Be Rewarded
✅ Salary range in the US: $106,000.00 - $172,000.00
✅ A discretionary bonus typically paid annually
✅ Restricted Stock Units granted at time of hire
✅ 401(k) match and comprehensive employee benefits package
The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.
Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic. We strongly encourage and welcome people from historically marginalized groups to apply.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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