[Hiring] Senior Manager, Pricing and Deal Desk @KLDiscovery

Role Description

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.

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.

This role comes with an expected annual basic salary of $160,000 - 170,000.

What You'll Do

• 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).
  • Ensure no deal closes with unpriced or unlogged concessions — including waived/free services.
• Run Pricing Governance & the Pricing Council
  • Own the operating cadence of the cross-functional Pricing Council.
  • Translate Council direction into documented pricing policy, discounting guardrails, and approval matrices.
  • Maintain one consistent view of pricing across the full portfolio.
• AI-Native Pricing Analytics & Modeling
  • Build AI-assisted pricing tools, not manual models.
  • Automate recurring analyses to improve consistency.
  • Bring enough modeling fluency to build, validate, and challenge AI-generated outputs.
• Protect Margin on Complex Deal Structures
  • Partner with Sales and Delivery on strategic and structurally complex deals.
  • Flag and quantify hidden cost overlap as part of deal review.
  • Distinguish revenue-driven pricing actions from structural/cost-side changes.
• Systems, Data & Reporting Integrity
  • Own pricing/quote data hygiene in SFDC/CPQ.
  • Ensure every priced deal is tagged correctly to the segment/SKU structure.
  • Build and maintain KPI reporting on margin, discounting variability, deal velocity, and Council-adopted tooling.

Qualifications

• 8–10+ years in pricing, deal desk, revenue operations, or commercial finance.
• Demonstrated ability to run governance: designing approval workflows and chairing cross-functional forums.
• Comfort using AI-assisted analytics tools to build and scale pricing models.
• Experience supporting complex B2B deals — services, SaaS, or legal tech preferred.
• Executive presence: this role will present to ELT.
• Strong cross-functional influence.

Preferred

• Experience in eDiscovery, legal tech, or managed/usage-based services pricing.
• Direct experience with AI-assisted modeling tools for scenario or simulation work.
• Experience with Salesforce, CPQ, or deal-desk workflow tooling.
• Familiarity with QoE/credit-agreement addback treatment and covenant-relevant reporting.

Success Metrics

• 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.
• Clean, audit-ready pricing data flowing into segment/SKU and lender-facing reporting.
• Pricing Council cadence held consistently, with documented decisions and follow-through.

Equal Opportunity Statement

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