Senior Deal Desk Analyst | Hybrid | Reston, VA

About Ellucian

Ellucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries, serving more than 21 million students. Ellucian's AI-powered platform, trained on the richest dataset available in higher education, drives efficiency, personalized experiences, and strengthened engagement for all students, faculty and staff. Fueled by decades of experience with a singular focus on the unique needs of learning institutions, the Ellucian platform features best-in-class SaaS capabilities and delivers insights needed now and into the future. These solutions and services span the entire student lifecycle, including data-rich tools for student recruitment, enrollment, and retention to workforce analytics, fundraising, and alumni engagement. Ellucian's innovative solutions, vast ecosystem of partners and user community of more than 45,000 provides best practices leading to greater institutional success and achieving better student outcomes.

About the Opportunity

The Senior Deal Desk Analyst is a strategic partner to Sales, Finance, Legal, and Executive Leadership, responsible for leading complex deal structuring, pricing strategy, and commercial governance across the Global Sales organization. This role operates as a senior subject matter expert, advising on high-impact transactions, driving scalable processes, and ensuring alignment with Ellucian’s financial and operational objectives.

The Senior Deal Desk Analyst brings expertise in pricing models, SaaS licensing, and enterprise negotiations, and plays a critical role in influencing deal strategy, mitigating risk, and optimizing revenue outcomes. This individual thrives in a fast-paced, high-visibility environment and demonstrates executive presence, analytical rigor, and sound judgment.

Where You Will Make an Impact

Serve as the escalation point and trusted advisor for complex, strategic, and non-standard deal structures across enterprise and global accounts

Lead cross-functional deal reviews with Sales Leadership, Finance, Legal, and Contracts to structure compliant, profitable, and scalable agreements

Drive pricing and discount governance, ensuring alignment with revenue, margin, and growth objectives

Architect and approve complex quotes, amendments, renewals, and multi-element agreements including cumulative discount structures and global enterprise frameworks

Provide strategic guidance on licensing models, SaaS constructs, cloud services, and long-term strategies

Identify deal risks and propose mitigation strategies while balancing customer needs and business objectives

Influence and improve end-to-end deal desk processes, tools, and policies to increase efficiency, visibility, and scalability

Develop and maintain financial models to evaluate profitability, revenue impact, and scenario planning

Act as a subject matter expert on pricing strategy and commercial best practices; mentor junior analysts and elevate team capability

What You Will Bring

5+ years of progressive Deal Desk, Pricing, Financial Analysis or other relevant experience in a high-volume, enterprise-level environment with demonstrated ownership of complex and strategic transactions

3+ years in an analytical role within Sales, Finance, Revenue Operations, or related disciplines

Proven experience structuring and negotiating complex SaaS, cloud, and enterprise software agreements

Ability to analyze, model, and recommend pricing and licensing strategies that optimize revenue and margin

Deep understanding of revenue principles, discount governance, and commercial risk management

Advanced expertise in Microsoft Excel including financial modeling, scenario analysis, and data interpretation

Strong working knowledge of CRM and ERP systems and deal lifecycle processes

Experience developing customer-facing level presentations and commercial proposals

Excellent written and verbal communication skills with the ability to influence senior stakeholders

Strategic thinker with strong business acumen and sound judgment

Highly organized, detail oriented, and adaptable in a fast-paced environment

Demonstrated ability to lead through influence, drive process improvement, and mentor others

What makes #Ellucianlife

Comprehensive health coverage: medical, dental, and vision

Flexible time off

Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests

401k w/ match & BrightPlan - to help you save for the future

Parental Leave

5 charitable days to support the community that supports us

Telemedicine

Wellness Headspace Care (mental health)

Wellbeats (virtual fitness classes)

RethinkCare & Wellthy– caregiver supporq

Diversity and inclusion programs which provide access to internal employee resource groups

Employee referral bonuses to encourage the addition of great new people to the team

We Foster a learning culture with: Education Assistance Program

Professional development opportunities

LinkedIn Learning

#LI-AC1

#LI-HYBRID

The Senior Deal Desk Analyst is a strategic partner to Sales, Finance, Legal, and Executive Leadership, responsible for leading complex deal structuring, pricing strategy, and commercial governance across the Global Sales organization. This role operates as a senior subject matter expert, advising on high-impact transactions, driving scalable processes, and ensuring alignment with Ellucian’s financial and operational objectives.

The Senior Deal Desk Analyst brings expertise in pricing models, SaaS licensing, and enterprise negotiations, and plays a critical role in influencing deal strategy, mitigating risk, and optimizing revenue outcomes. This individual thrives in a fast-paced, high-visibility environment and demonstrates executive presence, analytical rigor, and sound judgment.

Where You Will Make an Impact

Serve as the escalation point and trusted advisor for complex, strategic, and non-standard deal structures across enterprise and global accounts

Lead cross-functional deal reviews with Sales Leadership, Finance, Legal, and Contracts to structure compliant, profitable, and scalable agreements

Drive pricing and discount governance, ensuring alignment with revenue, margin, and growth objectives

Architect and approve complex quotes, amendments, renewals, and multi-element agreements including cumulative discount structures and global enterprise frameworks

Provide strategic guidance on licensing models, SaaS constructs, cloud services, and long-term strategies

Identify deal risks and propose mitigation strategies while balancing customer needs and business objectives

Influence and improve end-to-end deal desk processes, tools, and policies to increase efficiency, visibility, and scalability

Develop and maintain financial models to evaluate profitability, revenue impact, and scenario planning

Act as a subject matter expert on pricing strategy and commercial best practices; mentor junior analysts and elevate team capability

What You Will Bring

5+ years of progressive Deal Desk, Pricing, Financial Analysis or other relevant experience in a high-volume, enterprise-level environment with demonstrated ownership of complex and strategic transactions

3+ years in an analytical role within Sales, Finance, Revenue Operations, or related disciplines

Proven experience structuring and negotiating complex SaaS, cloud, and enterprise software agreements

Ability to analyze, model, and recommend pricing and licensing strategies that optimize revenue and margin

Deep understanding of revenue principles, discount governance, and commercial risk management

Advanced expertise in Microsoft Excel including financial modeling, scenario analysis, and data interpretation

Strong working knowledge of CRM and ERP systems and deal lifecycle processes

Experience developing customer-facing level presentations and commercial proposals

Excellent written and verbal communication skills with the ability to influence senior stakeholders

Strategic thinker with strong business acumen and sound judgment

Highly organized, detail oriented, and adaptable in a fast-paced environment

Demonstrated ability to lead through influence, drive process improvement, and mentor others

Comprehensive health coverage: medical, dental, and vision

Flexible time off

Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests

401k w/ match & BrightPlan - to help you save for the future

Parental Leave

5 charitable days to support the community that supports us

Telemedicine

Wellness Headspace Care (mental health)

Wellbeats (virtual fitness classes)

RethinkCare & Wellthy– caregiver supporq

Diversity and inclusion programs which provide access to internal employee resource groups

Employee referral bonuses to encourage the addition of great new people to the team

We Foster a learning culture with: Education Assistance Program

Professional development opportunities

LinkedIn Learning

#LI-AC1

#LI-HYBRID