Deal Desk and Pricing Lead

At NetBox Labs , we’re building the future of network automation. Our products power the network and infrastructure management for thousands of organizations, from fast-growing startups to global Fortune 500 enterprises. As we scale, enterprise deal structures and pricing complexity will increase. This role reports into our CFO and creates leverage by increasing deal velocity while protecting long-term unit economics and revenue integrity. What you'll do Run Deal Desk & Quote-to-Cash Own the end-to-end deal desk process, creating clear approval frameworks, pricing guardrails, and commercial standards Streamline approvals for quotes, discounting, and commercial terms via structured decision frameworks Help coordinate cross-functional review requirements (Legal, Security, Product) for large strategic deals Design creative pricing solutions to unblock large strategic deals Partner with Sales Ops and Billing to ensure an efficient, accurate Quote-to-Cash process Validate closed-won requirements and partner with Sales Ops to ensure clean handoffs into billing and revenue systems Tactical Pricing Execution & Commercial Enablement Own internal pricing infrastructure, including pricing calculators, entitlement logic, and discount frameworks Maintain SKU architecture in HubSpot and billing systems, ensuring alignment between CRM, contracts, and invoicing Partner with Product on public pricing artifacts, including pricing page strategy, documentation alignment, and future self-service purchasing Partner with Legal on contract templates and order forms Partner with Sales Ops to update internal pricing artifacts and enable Sales team Partner with Sales Ops to lead evaluation and implementation of a future CPQ system to scale commercial operations Strategic Pricing & Analytics Support Product and GTM leaders with pricing analytics and monetization strategy Analyze discount trends, deal structures, win/loss data, and margin performance Provide executive-level insights on discount trends, gross margin impact, expansion pathways, and long-term monetization strategy What you'll bring 5+ years of experience in Deal Desk, Pricing, Revenue Operations, or similar roles within enterprise software 2+ years of startup experience Deep understanding of enterprise subscription pricing models, discount governance, and revenue recognition principles Experience with high-ASP, multi-year, complex enterprise deals Strong command of software unit economics, margin management, and contract structures Pragmatism to balance sales velocity with financial discipline Experience designing pricing frameworks that scale across product lines and customer segments Operational fluency across CRM, billing systems, and quote-to-cash workflows Strong cross-functional communication skills and executive presence High ownership mindset with ability to operate independently in ambiguous, fast-growing environments Experience implementing AI-enabled workflows for Sales or Finance is required Experience implementing CPQ systems is strongly preferred Our stack CRM: Hubspot Billing & AR: Tabs, Chargebee About NetBox Labs: NetBox Labs helps companies build and manage complex networks. We help customers accelerate network automation by delivering open, composable products and supporting the network automation community. NetBox Labs is the commercial steward of open source NetBox, the world’s most popular network source of truth, and Orb, the next-generation open source network observability platform. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox. NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital (formerly GGV), Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital. Our culture and values: We own and solve problems with high attention to detail. Our open source contributors, users, customers & team are all part of our community. When our community wins, we win. We prioritize simplicity and think twice before adding complexity Clear communication helps keep our team aligned and collaborating smoothly. NetBox Labs is proud to be an equal opportunity employer. We believe diverse teams build better software, and we welcome applicants of every race, color, religion, gender identity, sexual orientation, national origin, age, disability, and veteran status. If you need accommodation at any point in the process, just let us know.

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