Senior Deal Strategy Manager, Payments & Platform Pricing

Job description

ABOUT THE TEAM\n\nEvery enterprise deal at Shopify has a pricing question at the center of it. Our Deal Strategy team owns the answer.\n\nThis is a small team with an outsized footprint: we touch nearly every major enterprise deal at Shopify. We come in once a deal is technically viable and stay through to signature — building the financial model, shaping the commercial structure, and advising sellers on how to get it over the line.\n\n\nABOUT THE ROLE\n\nWe're hiring a Senior Deal Strategy Manager who can thrive in all aspects of this complex role. Most people do one: they can run the model, or they can advise the seller. We need someone who can build the pricing case and sit across from an enterprise seller and make it land — a commercial thinker who's rigorous with numbers and credible in the room.\n\n\nWHAT YOU'LL DO\n\nPrice the deal. Build the financial models behind custom platform and payments pricing. Understand the drivers, know where the economics break down, and work inside established guardrails. Advise the legal team on how to redline the contract to reflect the key deal economics.\n\nAdvise the seller. Partner with enterprise sellers from the point of technical validation through close. Move at their pace, hit their timelines, and be the person they want in the deal — not the function they route around.\n\nHold the tension. You know how to hold the line, and you ensure your audience has the context they need to support Shopify and bring the merchant along. Know our bright lines, understand why they exist, and escalate genuine price sensitivity.\n\nGo beyond the quote queue. There's real surface area here for someone who's a systems thinker — building the tooling and rule sets that decide how we price at scale.\n\nUse AI as leverage. Be self-sufficient in your own data analytics: pull the data behind an analysis, automate your own workflows, build your own skills, and generate your own reporting on deal forecasting and upcoming renewals.\n\n\nWHAT WE'RE LOOKING FOR\n\n - Both capabilities, genuinely. Financial modeling depth and the EQ to advise a commercial partner. Ability to work cross functionally with legal and finance to get to the right outcomes for Shopify and our merchants.\n\n - Fluency in a spreadsheet and in a sales cycle. Comfortable with pricing mechanics, deal structure, and the operating rhythm of enterprise sales.\n\n - Judgment inside a framework. We've written the rules. We need someone who can operate within them, apply them to messy situations, and know when something warrants an exception. We also need someone who understands which deals should be prioritized and when.\n\n - Self-serve analytics and AI literacy. You don't wait for a dashboard to be built for you.\n\n\nNICE TO HAVE\n\n - Experience pricing payments and a working understanding of payment economics\n\n - Pricing or deal desk experience at a SaaS company\n\n