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Director, Deal Strategy and Monetization


Remote, United States

Job ID: R00789

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Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? That’s the power of data in motion in action—giving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, we’re building the foundational platform for this new paradigm of data infrastructure. Our cloud-native offering is designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, organizations can create a central nervous system to innovate and win in a digital-first world.


We’re looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluent’s enormous potential. Chart your own path and take healthy risks as we solve big problems together. We value having diverse teams and want you to grow as we grow—whether you’re just starting out in your career or managing a large team, you’ll be amazed at the magnitude of your impact.


About the Role:

As a Director, Deal Strategy and Monetization, you will be responsible for designing 
best practice deal structures and then driving enablement and implementation in the 
field. Engage with clients to capture and communicate the potential business value that 
our solutions can provide.

The DSM team supports field sales teams early in the cycle for strategic deals to assist 
with deal structure and customer negotiations, driving deal velocity and maximizing 
bookings and revenue. Work with customers to help them identify, realize, and unlock 
value by leveraging data in motion across the enterprise. In this role you will work 
closely with product, finance, legal and sales on overall monetization strategies and 
bring feedback, patterns, and competitive intel from the field and customers back to the 
business to continually evolve pricing and deal structure strategy.

This position reports to our Global Sr. Director, Deal Strategy & Monetization


What You Will Do:

  • Act as a subject matter expert for complex pricing strategy
  • Focus on early engagement for our most strategic deals, with the goal of meeting
    our customers’ needs while managing risk
  • Engage executives to expertly define and manage Data in Motion engagements 
    at key customers, leveraging Confluent value selling methodologies
  • Create & deliver business value deliverables
  • Support sales teams on the structuring of strategic, complex, and competitive 
    deals, deal best practices, and front-line negotiation of agreements
  • Maintain an evolving subject matter expertise in on-prem, cloud and hybrid deal 
  • Specialize in addressing custom deals that fall outside of current processes 


What You Will Bring:

  • Bachelor’s degree
  • 7+ years experience in deal strategy, sales, or customer negotiation type roles
  • Proven track record of improving deal velocity alongside better risk management
  • Expertise in driving organizations toward greater effectiveness and efficiency
  • Passion for using data to drive decision making
  • Thorough understanding of all industry-standard and non-standard software 
    selling models including SaaS, perpetual, on-demand, consumption, etc.
  • Deep understanding of revenue recognition requirements
  • Superior contract negotiation skills.  Strong abstract thinker able to apply 
    complex concepts across a variety of situations
  • Deep financial analysis and modeling of ROI and TCO concepts to justify 
    business cases.
  • Proven project management experience; successfully leading and completing 
  • Experience working with remote sales and business partner teams
  • Strong oral and written communication skills with the ability to synthesize and 
    effectively communicate information across teams, roles, and levels
  • Experience working with companies that have public cloud, hybrid cloud and on-
    premises deployment options 

Come As You Are


At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of 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 applicable law.



At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location.  This position has an annual estimated salary of $172,200 - $202,350, a competitive equity package and is also eligible for additional commission and/or bonus pay. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.


Click HERE to review our Candidate Privacy Notice which describes how and when Confluent, Inc., and its group companies, collects, uses, and shares certain personal information of California job applicants and prospective employees.




Confluent is Remote-First

At Confluent, we care about how you work - not where. We encourage you to apply for positions outside of the listed job location or your immediate region.

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