Sr. Director, Global Deal Strategy

Sr. Director Global Deal Strategy

We're not just building better tech. We're rewriting how data moves and what the world can do with it. With Confluent, data doesn't sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them. It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together. One Confluent. One Team. One Data Streaming Platform.

About the Role

As a Sr. Director leading our Global Deal Strategy team, you will be a key collaborator with Confluent's Sales and Customer Success Group (CSG) leadership focused on developing and scaling strategies to position and win Confluent's offerings. You will be responsible for ensuring that Confluent's deal structures and proposals are perfectly tailored to meet our customers' and Confluent's needs, and will manage a global team responsible for executing these established strategies. You will provide valuable feedback about trends, competitive insights, and customer input, information that is crucial for continuously refining our pricing, deal structures, and overall value proposition. Additionally, you'll play a pivotal role in facilitating training and education, helping to instill best practices across our Field teams. In short, your work will impact our direct sales efforts and contribute to our broader business strategy's ongoing evolution and success. This position reports to our global Sr. Director of Deal Strategy and Monetization.

What You Will Do

Establish and execute best practices for strategic, complex, and competitive deals, ensuring adherence to best practices and innovative deal-making in partnership with FP&A, Revenue and Product teams.

Lead a global team of subject matter experts in deal structuring and complex pricing strategies, employing Confluent selling methodologies.

Evolve cloud, on-prem and hybrid pricing strategies in partnership with product and finance with the goal of simplifying our customer offerings.

Engage with customer executives and partners, alongside account executives, to promote Confluent's vision.

Continuously update your expertise in Confluent's portfolio, including on-premise, cloud, and hybrid deal constructs, to provide informed advice and support.

Provide coaching and mentorship, growth opportunities, team advocacy, and leadership within the global team and across the organization.

What You Will Bring

Bachelor's degree or higher with over 10 years of experience in roles such as Strategic Consulting, Deal Strategy, Finance, or customer negotiations.

Proficiency in financial analysis and developing business cases, with a bias toward data-driven decision-making.

Deep understanding of various software selling models (SaaS, perpetual, on-demand, consumption, etc.) and a strong interest in Data, Enterprise Architecture, and Infrastructure.

Knowledge about the Data and SaaS / Cloud industries, with a keen aptitude for learning about Data in Motion and Confluent's portfolio.

Demonstrated ability to improve deal velocity while managing risk, with a passion for data-driven decision-making and a thorough understanding of revenue recognition requirements.

Exceptional contract negotiation skills and the ability to think abstractly, applying complex concepts in varied situations.

Proven project management skills, capable of leading and completing projects, and experience working with remote Sales and business partner teams.

Strong communication skills, both oral and written, able to effectively convey information across different teams, roles, and levels.

Experience working with companies offering public cloud, hybrid cloud, and on-premises deployment option.

Team management and leadership skills.

Ready to build what's next? Let's get in motion.

Come As You Are. Belonging isn't a perk here. It's the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what's possible. We're proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.