Manager, Pricing Strategy and Operations

Position Overview

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. You will 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.

Responsibilities

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

• 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.
• 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.

Requirements

• 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.

Location & Work Style

• 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!

Team & Management

• Your Manager: Kevin Issadore, Senior Director, Pricing & Strategy
• Your Recruiter: Louise Devlin

Compensation and Benefits

• Premium Private... (Information truncated)