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Sumo Logic // cloud-based log analysis platform
New York (remote)    Posted: Monday, June 13, 2022
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Sumo Logic is the pioneer in continuous intelligence, a new category of software, which enables organizations of all sizes to address the data challenges & opportunities presented by digital transformation, modern applications, & cloud computing.  We are looking for an extraordinary leader to join the Deal Strategy & Monetization team as we reinforce our leadership in the SaaS machine data analytics space.  The Deal Strategy & Monetization (DSM) team sits within the larger Global Sales Strategy & Operations organization & works collaboratively across sales, customer success, legal & finance teams to drive deals to closure.

The Director of the DSM team will report directly to the VP of Commercial Operations & will be responsible for providing critical guidance & support both to our Sales organization & to the global DSM team.  You will play an essential role in ensuring rigor around deal structuring & pricing, contracts negotiations, & internal deal process & policies.  You also will own critical aspects of deal strategy, pricing, quote creation & contract review for Sumo Logics largest & most complex opportunities.  This highly visible role will be required to work very closely with senior executives including the President of Worldwide Field Operations, Chief Accounting Officer, VPs of Sales & VP of Commercial Ops, among others.

General Duties & Responsibilities

  • Lead & manage a team of DSM managers & analysts
  • Function as the subject matter expert & trusted advisor to the Sales organization & other functions regarding all matters related to deal strategy, pricing & structure for complex deals
  • Oversee pricing & commercial terms approvals in driving efficient closure of deals while also focusing on revenue & profitability
  • Collaborate closely with Finance, Legal, Sales, Product & Operations to evolve policies & best practices
  • Ensure that DSM team knows of & comprehends any changes to internal policies, operational guidelines & procedures
  • Support initiatives to increase sales & quote-to-cash efficiency & effectiveness


  • 10+ years of experience with pricing, contracts, deal desk and/or sales operations role
  • Bachelors degree; advanced degree (MBA or equivalent) is a plus
  • Strong knowledge of SaaS subscription models & revenue recognition principles
  • Previous management of a high-performing team
  • Strong emotional intelligence with an innate ability to develop relationships & work cross-functionally with all levels of the organization to drive results
  • Team player-coach who is able to thrive in a fast-paced environment
  • Excellent analytical & problem-solving skills
  • Highly effective verbal & written communication skills


  • Salesforce
  • Salesforce CPQ
  • Excel / Google Sheets
  • Microsoft Office

About Us

Sumo Logic (NASDAQ: SUMO) empowers the people who power modern, digital business. Through its SaaS analytics platform, Sumo Logic enables customers to deliver reliable & secure cloud-native applications. The Sumo Logic Continuous Intelligence Platform helps practitioners & developers ensure application reliability, secure & protect against modern security threats, & gain insights into their cloud infrastructures. Customers around the world rely on Sumo Logic to get powerful real-time analytics & insights across observability & security solutions for their cloud-native applications. For more information, visit

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