EMEA Deal Pricing Strategist

Legora

ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. THE ROLE We're hiring a Manager, Deal Desk to join our Deal Desk team at Legora. This is a key role with a clear mandate: enable sales velocity while protecting pricing integrity, policy compliance, and revenue accuracy at scale. You'll be a trusted partner to Sales leadership and a key connector between Sales, Finance, Legal, and GTM Operations. This role blends strategic judgment with hands-on execution - ideal for someone who enjoys building scalable processes while staying close to the details that make deals work. As Legora continues to scale across regions, products, and business models, you'll play an important role in shaping how we sell, how we book revenue, and how we maintain operational excellence globally. WHAT YOU'LL DO You'll be a key member of the Deal Desk team, serving as a primary point of contact for deal review, structuring, and approval. You'll work closely with Sales leadership to ensure deals align with Legora's commercial strategy while meeting internal policy and revenue standards. More than that, we believe you will thrive by taking ownership of: * Managing Deal Desk support for the EMEA region, partnering closely with Sales leadership to structure, price, and approve deals accurately and strategically * Positioning Deal Desk as a trusted advisor earlier in the sales cycle, helping accelerate deal velocity and improve deal quality * Reviewing deals for policy alignment, compliance, and booking accuracy, including pricing, configuration, approvals, and escalation of non-standard terms * Partnering cross-functionally with Legal, Finance, Billing, Revenue, Collections, and GTM Operations to streamline quote-to-cash workflows * Identifying process gaps and contributing to scalable solutions as the Deal Desk function matures alongside the business * Supporting Finance during month-end close and audit cycles, ensuring deals are correctly reflected across systems * Analysing deal trends and process efficiency, using data to surface insights and drive continuous improvement * Enabling and educating Sales teams on policies, processes, and best practices to improve compliance and speed * Supporting cross-functional initiatives tied to selling motions, product launches, and business model evolution * Acting as a builder in a fast-growing environment, contributing to frameworks, tools, and processes that support scale WHAT YOU BRING You're an experienced Deal Desk professional who combines strong commercial instincts with operational rigour. You're comfortable operating at the intersection of Sales and Finance, and you know how to balance speed with control. More than that, we believe you bring: * 5+ years of experience in Deal Desk or related commercial operations roles * Experience from a technology and/or scale-up start-up environment * Proven ability to build strong relationships with Sales leadership and cross-functional partners * Experience supporting multiple business models, including subscription-based and usage- or consumption-based revenue * Strong execution skills and the ability to manage competing priorities in a fast-paced, high-growth environment * A builder mindset - comfortable working through ambiguity, maturing processes, and implementing scalable improvements * Excellent analytical and problem-solving skills, using data to inform decisions and improve outcomes * Experience managing high deal volumes and tight timelines during end-of-month and end-of-quarter cycles * Clear, concise communication skills, with the ability to influence stakeholders and advocate for Deal Desk as a strategic partner Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM Stripe is growing rapidly and slated for continued growth. With rapid growth comes a large reliance on technology and technology support — not only onboarding new employees, but making sure they have the necessary tools and a stable technical platform to create their greatest impact going forward. We enable fellow Stripes by powering the tooling, services, and infrastructure needed to enable our scale to increase the GDP of the internet. WHAT YOU'LL DO We're looking for an experienced and knowledgeable IT leader to join us as the EMEA Help Desk Manager. In this role, you'll continually assess the needs of our fellow Stripes, driving efficiencies and services that improve productivity. This role is focused on providing IT services for Stripes, contractors, and vendor partners in EMEA and beyond. You'll be accountable for driving improvements and overseeing crucial functions such as end-user resource capacity planning (software licensing, workstation and peripheral inventories, etc.) and hardware and software standards. We're looking for someone who is comfortable working as part of a globally distributed team and communicating with technical and non-technical users. RESPONSIBILITIES * Lead 6+ individual contributors focused on delivering world-class customer service technical support, travel, and onsite requirements * Have an excellent understanding of computers (both hardware and software), and a willingness to learn and apply new technology * Possess superior technical aptitude, and the ability to deal patiently with people in a wide variety of situations * Possess strong analytical skills with demonstrated problem-solving ability * Have a proven ability to operate in high-pressure situations, successfully handle multiple priorities, and maintain a high level of discipline while remaining flexible * Drive automation across all your products * Bring a process-driven mindset to the team * Establish metrics to track the operational efficiencies of all Service Desk Operations Products * Build a strong network and influence effectively across the People team, IT, functional onboarding partners, and vendor partners * Resolve complex issues that may not be well documented, and apply your knowledge to improving and creating support procedures and documentation WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 3+ years management experience and a proven history in IT Operations, Service Desk, Technology Support, and Customer Service * Successful track record of delivering support to remote sites * Experience in leading or playing key roles in large cross-functional projects and delivering those projects on time and within guidelines * Ability to travel and work onsite PREFERRED QUALIFICATIONS * You're a self-starter who loves to own things from start to completion. You make things happen and don't need to ask for permission first * A healthy skepticism for the status quo and an unwillingness to settle * An empathetic leadership style and a strong self-awareness

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Global Alliances and Channels team focuses on building, supporting, and going to market with professional services firms including systems integrators, consultancies, and managed services providers such as Accenture, PwC, Deloitte, Infosys, and others. In addition, the team leads the go-to-market initiatives with our strategic technology alliance partners including AWS, Salesforce, Adobe, and others. Our objective is to ensure users have access to the broadest set of solutions leveraging the Stripe platform and the deepest set of technology and industry experts, while at the same time ensuring our partners and Stripe build large, mutually beneficial businesses together. The Strategic Global Alliances (SGA) team focuses on a subset of our highest priority partnerships. These partnerships operate at global scale with Stripe and present opportunities to create significant sales pipeline, deals sold, joint solutions, and scaled delivery expertise. WHAT YOU'LL DO You'll support the overall success of Stripe's Global Alliance with Accenture and other key GSIs in EMEA, driving joint GTM (Go-to-Market) and co-sell. You'll work alongside the Accenture Global Partner Development Manager (PDM) and other GSI PDMs to drive net new demand for the partnership in the field across key markets in EMEA. This position is focused on deepening our joint sales motion, joint solutions, and delivery capabilities. This position is fast-paced, highly visible, and aligned to quarterly metrics. As a Partner Development Manager, you'll hold a holistic view of the business, generated by and engaged with Accenture and other partners in EMEA, and work across the Stripe Sales segments to enhance and grow partner-related Stripe revenue. You'll work cross-functionally with Partner Sales Managers, Partner Development Leadership, and Stripe AEs. You'll demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and recognize high-impact opportunities, solutions, support deals for successful engagement with partners, and maintain high business hygiene. You'll drive towards end-customer value that results in business growth to both Accenture (and other GSIs) and Stripe by being partner-centric in all activities, serving as a leader and advocate for them within Stripe, and accurately representing Stripe within the partner's organization. RESPONSIBILITIES * Partner with the Global Accenture PDM and other GSI PDMs on building strategy, joint solution development, partner enablement, pipeline development, and deal closure in the EMEA region * Work closely with Accenture and other GSI counterparts to enable Stripe and partner sales teams on the unique joint value prop, lead account mapping workshops, blitz days, and co-create opportunities together * Orchestrate and partner with cross-functional resources to support Stripe partner co-sell and GTM activities and create and maintain a long-term, scalable joint GTM model that drives partner and user success * Support key deal execution with partners, both pre-sales and post-sales (working with Stripe PSMs, PSEs, SAs, and AEs) * Support weekly pipeline reviews to ensure pipeline information is thorough and accurate * Broker internal resources, tools, references, and investments needed to achieve quarterly goals WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 10+ years of technology GTM experience * Strategy, sales, and development experience, working alongside consulting partners or ISVs * Process-oriented mindset with desire to solve individual challenges while building for scale in mind * Excellent communication and presentation skills, with the ability to speak to different functional leadership both internally and externally * Ability to both lead and be a team player on cross-functional teams that include technical, sales, product, and support resources from Stripe and the partner. Creative in terms of leveraging resources to drive outsized impact * Willingness to travel and be present with partners and sellers in front of our users and prospects * Ability to build and execute territory and opportunity-specific plans, in partnership with the Global PDM and other cross-functional resources * Excellent ongoing operational hygiene, accurately representing sales and partner activities in Salesforce PREFERRED QUALIFICATIONS * Accenture direct or indirect GTM experience * Experience driving GTM with GSIs such as PwC, Cognizant, Infosys, and Deloitte * Exposure to payments, commerce, and Q2C landscape, and understanding of how the Stripe stack can differentiate and complement ISV solutions in different integration models * Experience building successful joint GTM solutions with partners