Pricing & Deal Desk Manager

About Moss

Moss provides finance professionals with an AI-enabled platform designed to automate daily financial operations and empower strategic decision-making. Serving over 5,000 businesses across Europe, the company offers real-time spend visibility and control by automating tasks such as card issuing, invoice management, and expense tracking. Headquartered in Berlin, Moss has secured over €200 million in funding and is active in Germany, the Netherlands, the UK, and other EU markets.

Role Overview

We are looking for a Pricing & Deal Desk Manager to join our Revenue Operations team in Berlin. This key position involves managing our pricing deal desk—a critical commercial function essential for handling increasing deal complexity and volume. The role uniquely combines reviewing and approving pricing decisions alongside enhancing the AI-based deal desk agent, which automates much of the process by scoring deals and generating response recommendations for manual approval or adjustments.

Key Responsibilities

• Oversee daily approvals for non-standard pricing, discounts, and commercial terms, serving as a rapid and consistent escalation point to ensure deal flow is not impeded.
• Develop and refine pricing governance, including setting discount policies, approval limits, and playbooks, turning common exceptions into formal policy.
• Analyze deal health across the sales funnel by monitoring discount discipline, pricing efficiency, deal structuring, and win rates by segment, and implement improvements to enhance value capture.
• Implement customer segmentation insights into differentiated pricing strategies and partner with Sales to apply these strategies consistently through rule-setting in the deal desk.
• Provide coaching to sales representatives on pricing confidence and value-based selling methodologies.
• Collaborate with Customer Success teams to adapt pricing and deal playbooks ensuring consistency post-sale.

Candidate Profile

• Experience in deal desk, pricing, commercial operations, revenue operations, or sales strategy, preferably in B2B SaaS or fintech environments; experience establishing or scaling deal desks is advantageous.
• Strong analytical skills, including proficiency with SQL and advanced spreadsheet modeling techniques.
• Interest in leveraging AI technologies to enhance and scale the Pricing Deal Desk platform, or a willingness to develop this expertise.
• Fluent English is required; knowledge of German or Dutch is a plus.
• Adept at balancing discipline on discounts with maintaining strong relationships with the Sales team.
• Ability to critically evaluate AI outputs, recognizing and correcting errors prior to affecting reps or deals.
• Possesses sound commercial judgment with understanding of sales dynamics and customer price sensitivity across segments.
• Highly structured, with a strong sense of ownership, comfortable working in a dynamic, fast-paced environment with minimal processes.
• Capable of toggling between detailed data analysis and strategic, big-picture thinking.

Additional Information

• Part of a diverse team of over 300 employees from more than 50 nationalities operating across five European offices.
• Enjoy a competitive compensation package including equity.
• Work on-site in vibrant offices that encourage collaboration via weekly breakfasts and Friday demo sessions.
• Additional benefits include 20 days work-from-abroad allowance, a €600/GBP learning and development stipend, plus various local perks.