The Trade Desk seeks a Director, Commercial Deals & Pricing to lead deal structuring and approval processes. Responsibilities include partnering with Sales and Business Development to structure deals, reviewing deal economics, managing deal approval operations, coordinating cross-functionally with Finance and Legal, and ensuring quality and consistency in deal documentation. Candidates must have 8+ years in deal desk, commercial operations, or deal finance, strong experience with pricing and discounting, financial acumen, ability to manage multiple deals, and proficiency with Salesforce and deal tooling.
What you'll do
Serve as the primary strategic partner for Sales/BD on individual deal structuring including pricing, packaging, discounting, credits, and non-standard terms
Review and stress-test deal economics (rate, spend commitments, margin impact) before deals move to approval
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Advise sellers in real time on how to structure a deal using deal model templates and account data
Operate within existing commercial guardrails, identify when a deal needs escalation or an exception, and drive alignment on a resolution
Own day-to-day operation of the deal approval process: intake, triage, documentation review, and routing deals to the right approver based on delegation of authority
Prepare individual deals for executive review including clear, data-driven recommendations
Track deals through the pipeline to resolution, following up with Sales, Finance, and approvers to keep things moving and unblock stalled deals
Maintain accurate, up-to-date records of deal terms, approvals, and exceptions in Salesforce and supporting tools
Work closely with Finance/Deal Finance to validate margin and spend assumptions on individual deals
Partner with Legal as needed on non-standard terms within specific deals
Escalate deals that fall outside existing guardrails to commercial leadership with clear recommendation and supporting analysis
Act as a feedback channel from the field back to commercial leadership, surfacing recurring deal patterns, friction points, or gaps in existing guidance
Ensure every deal that reaches approval has complete, standardized documentation
Use and help refine existing deal templates, calculators, and reporting tools; develop new frameworks where needed
Identify recurring issues or bottlenecks in the deal review process and suggest practical fixes
Requirements
8+ years of experience in deal desk, commercial operations, deal finance, or a related function, ideally in SaaS or ad tech
Strong, hands-on experience structuring and reviewing individual commercial deals, including pricing, discounting, incentive structures, and non-standard terms
Comfort working at deal volume, managing multiple live deals at once with strong attention to detail and turnaround time
Solid financial acumen including understanding margin math, spend commitments, and rate structures
Experience working directly with Sales/BD in a deal-support capacity; able to push back constructively on deal terms while maintaining a good working relationship
Working knowledge of Salesforce and standard deal/commercial tooling
Clear, direct communication skills, comfortable summarizing deal recommendations for approvers including senior leadership
Tech stack
Salesforcedeal/commercial tooling
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