[Hiring] Lead Contracts & Negotiations @CCC Intelligent Solutions

Role Description

The Contracts and Negotiation Lead is responsible for partnering with sales leaders to develop and implement customer pricing strategy, deal structure, contracts, negotiations, and contract execution across all client segments (Marquee, Premier, Regional). This role is customer facing where and when appropriate in support of financial structure, new licensing terms and components of the agreement.

As a member of CCC’s Commercial Deal Desk, the Contracts and Negotiations Lead will act as the single point of accountability for deal velocity and deal quality, enabling sellers to focus on customer engagement and value creation by owning the end-to-end deal motion from pricing strategy through signed contract.

Key Responsibilities

• Strategic Pricing & Deal Architecture
  • Understand the current commercial structure of our agreements and pricing of our offerings.
  • Define and propose new structures that leverage our incumbency to create better opportunities for expansion & long-term growth.
  • Apply commercial and pricing governance, including discount policy adherence, approval enforcement, and deal-level margin considerations in partnership with Finance.
  • Introduce market-leading concepts that will be positively received by our Clients (e.g., more flexibility in deployment across the portfolio, predictable spend, new incentives, etc.).
  • Establish and enforce price floors across segments.
  • Build deal models that give sellers predictable frameworks for each pursuit.
• Contracts & Legal Coordination, Deal Execution & Governance (Quote to Contract)
  • Oversee end-to-end deal execution from intake through pricing, proposal, negotiation, contract execution, and handoff.
  • Ensure deal submissions meet completeness and quality standards to reduce rework and rejects.
  • Maintain expert-level knowledge of CCC’s contracts, triage contract issues, resolve routine T&C questions directly, and prepare cleaner handoffs when attorney review is needed.
  • Create and maintain playbooks for standard vs. non-standard deal paths and escalation thresholds.
  • Partner with Legal, where appropriate, to manage non-standard terms; ensure risk exceptions, compliance requirements, and required approvals are captured and auditable.
  • Drive consolidation of multiple contracts per client into simplified agreements that enable growth product adoption.
• Cross-Functional Orchestration
  • Serve as the primary operational liaison across Sales, Legal, Finance.
  • Operate within guardrails informed by Finance (pricing floors, discount authority, margin thresholds) and templates approved by Legal (standard T&Cs, approved language).
  • Run a consistent deal unblock cadence (e.g., standing deal triage or deal factory sessions).
  • Drive role clarity and eliminate non-decision makers from deal workflows.
• Process Improvement & Automation
  • Drive a continuous improvement mindset across CCC - challenge current workflows, question assumptions, and redesign processes for speed, quality, and scalability (not just centralization).
  • Identify high-friction steps and eliminate waste through standardization, simplification, and clear decision rights.
  • Partner with Sales Systems/RevOps to automate manual work (intake triage, routing, approvals, data validation, quote generation) and reduce administrative burden on sellers and reviewers.

Success Measures

• Increased ACV across segments.
• Improved expansion and cross-sell attach rates.
• Consolidated deal structures that enable growth product adoption.
• Reduced quote-to-contract cycle time.
• Improved SLA attainment for quoting and contracting.
• Reduced deal rework and administrative rejections.
• Increased seller selling time and capacity.
• Improved deal visibility and governance.
• Improved pricing integrity and reduced margin leakage through consistent discount and exception governance.

Qualifications

• 10+ years of experience in Deal Desk, Procurement, Pricing Strategy, Revenue Operations, Sales Operations, Commercial Operations, or related SaaS/enterprise software roles.
• Strong cross-functional leadership and stakeholder management skills.
• Demonstrated experience designing and implementing strategic pricing frameworks, ELA/multi-year deal structures, and bundling strategies.
• Demonstrated experience drafting and negotiating legal and business contract terms.
• Experience working directly with enterprise clients on deal structure, financial terms, and licensing.
• Hands-on partnership with Sales Systems/RevOps on CRM and CPQ workflows (intake automation, routing/approvals, configuration, pricing guidance, and data quality).
• Strong analytical and operational rigor: defines KPIs and dashboards to measure cycle time, SLA attainment, rework, throughput, seller hours saved, and ACV growth.
• Experience partnering with Legal, Finance, and Pricing to balance speed with compliance and risk management; comfortable owning contract negotiations and navigating non-standard terms and discount exceptions.
• Strong change management and enablement skills: able to drive adoption of new processes with Sales and cross-functional stakeholders.

Requirements

• Video interview is required for this position.
• Candidates are not permitted to use generative AI or automated assistance during the interviews unless explicitly allowed by the interview team for a specific exercise.

Benefits

• 401K Match
• Paid time off
• Annual Incentive Plan Performance Bonus
• Comprehensive health insurance
• Adoption Assistance
• Tuition Reimbursement
• Wellness Programs
• Stock Purchase Plan options
• Employee Resource Groups