Deal Structuring & Quoting

Be the go-to expert on Kong’s products, pricing models, and packaging options, providing accurate and strategic quoting support to the sales team.
Partner with sales to find creative paths that satisfy customer needs without undermining deal economics for Kong.
As needed, work directly with customers and sales to align on deal structure and commercial terms.

Deal Formation & Execution

Drive the end-to-end deal process—from initial structure to signed contract—with a focus on minimizing cycle time and maximizing revenue.
Handle non-standard, complex, or multi-solution deal requests, coordinating across business units to reach alignment.
Assist in structuring sophisticated deals that require creative commercial thinking and cross-functional coordination.

Serve as a central connector across legal, revenue, finance, and Product & Pricing teams—owning alignment across all of them on deal structure and contract language.
Run deal reviews and early-stage checkpoints to catch issues before they become blockers, and enforce standard business practices and policies consistently.

Champion best practices that make the sales motion faster and more consistent across regions.
Support discounting metrics and processes that give leadership better visibility into deal quality and commercial consistency.
Identify patterns across the deal pipeline and bring forward recommendations for process improvements or policy updates.

5+ years of experience in a Deal Desk, Revenue Operations, Sales Operations, or similar commercial role at a B2B SaaS or enterprise software company.
Hands-on experience structuring complex deals—including multi-product, multi-year, or non-standard commercial arrangements.
Prior exposure to working directly with enterprise customers on commercial negotiations or contract language.
Familiarity with subscription, consumption-based, and hybrid pricing models; understanding of how each affects deal structure and revenue recognition.
Strong commercial instincts—you can spot a bad deal structure quickly and know how to fix it without torpedoing the relationship.
Exceptional cross-functional communication; you work well with sales, legal, finance, and executives simultaneously and can hold your ground with all of them.
Analytical mindset with comfort in metrics, discounting analysis, and reporting to support business visibility.
High tolerance for ambiguity and the ability to move quickly without all the information—you ask the right questions to fill the gaps.
Organized, process-oriented, and capable of managing multiple complex deals at different stages simultaneously.