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Manager, Pricing Strategy & Operations - EU/UK

Remote, UK

As a Manager, Pricing Strategy and Operations at Marqeta, you will be responsible for managing and streamlining the end-to-end deal process, ensuring efficient and scalable pricing strategies, deal structuring, and contract execution. You will work cross-functionally with Sales, Finance, Legal, and Product teams to optimise deal outcomes, drive operational efficiency, and maintain compliance with company policies. In this role, you will:

  • Drive standardisation across the deal desk and contracting process
  • Establish efficient operational cadence, reporting, insights, and benchmarks
  • Lead operational rigour and excellence across the GTM organisation
  • Serve as an expert on the company’s deal structures, pricing, standard terms and conditions, systems and processes

As a change agent for the organisation, you will rely on data-driven insights and rigorous process assessment to drive operational efficiency within the GTM org.

We encourage a flexible working style, and the team is typically in the office a few days each week in our London office. We'd love for you to join us!

What You’ll Do

  • Deal Structuring & Pricing
    • Partner with Sales to structure pricing and deal terms, ensuring alignment with company, customer, and bank objectives
    • Provide pricing recommendations and margin analysis to maximise deal profitability
    • Manage approval workflows for discounts, special terms, and non-standard deal requests
  • Process Optimisation & Compliance
    • Standardise and continuously optimise deal approval and contracting processes to reduce sales cycle times and set structures in place to scale sustainably
    • Ensure deals comply with internal policies, revenue recognition guidelines, and regulatory requirements
    • Work with Legal to manage contract redlining and non-standard terms
  • Cross-Functional Collaboration
    • Act as a strategic partner to GTM / Sales, Finance, Legal, and Product teams to drive deal efficiency and outcomes, promote knowledge sharing and skills development, and establish best practices
    • Provide benchmarking and insights on pricing trends, customer negotiations/objection handling, and competitive positioning
    • Support the development of sales enablement materials related to deal structuring, pricing, and terms and conditions
  • Reporting & Insights
    • Track deal metrics, discounting trends, and overall pricing operations performance
    • Provide insights on pricing effectiveness and recommend adjustments based on data-driven analysis
    • Act as a cross-functional subject matter expert, who is sought for advice on decisions that can impact business operations and sales strategy

What We’re Looking For

  • 5+ years of related experience  such as consulting, investment banking, sales or revenue operations, deals desk, finance, or sales strategy within a fast-paced technology and/or payments company
  • Outstanding problem-solving and analytical skills, including talent for conducting research, analysing data, developing hypotheses, and synthesising recommendations
  • Strong organisational skills and operational mindset; skilled at building processes to scale
  • Strong understanding of contract structures and pricing strategies
  • Proficiency in Salesforce and financial modelling (Excel, Looker, or similar BI tools)
  • Excellent communication skills with the ability to influence stakeholders at all levels
  • Ability to thrive in a fast-paced environment and manage multiple stakeholders
  • Change agent challenging the status quo and setting new strategic & operational direction based on fact-based, data-driven analysis
  • Ability to think strategically but follow through in execution and operations
  • Heavily results driven and able to operate independently with minimum supervision.

Preferred Qualifications

  • Experience with Ironclad 
  • Experience in Payments or Financial Services

Your Manager

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Compensation and Benefits

  • Premium Private Medical and Dental coverage
  • Generous time off program with additional “Floating Holiday days”
  • Retirement savings program with company contribution
  • Equity in a publicly-traded company and an Employee Stock Purchase Program
  • Monthly stipend to support our remote work model
  • Annual development stipend to support our people growth and development
  • Family-forming benefits and up to 20 weeks of Parental Leave
  • Wellbeing programs i.e Modern Health, HealthKick and much more…

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