Responsibilities
- Serve as the finance lead in shaping commercial deal terms, providing strategic input during deal design and negotiation phases.
- Collaborate with Sales and Commercial Partnerships to structure financially sound agreements for advertisers and agencies.
- Model the profit and loss implications of proposed deals to ensure pricing decisions are made with full financial transparency.
- Develop and maintain standardized frameworks for commercial deals, including templates, pricing guidelines, and margin thresholds.
- Support evaluation of non-standard deal structures through scenario modeling, pricing analysis, and renewal preparation with margin context.
- Monitor competitive pricing trends across regions, deal types, and customer segments to identify opportunities for margin improvement or pricing optimization.
- Design and implement a centralized commercial deal tracking system to serve as the single source of truth for all active agreements.
- Establish regular review cycles for commercial deal performance, ensuring timely visibility into utilization, margin trends, and renewals.
- Implement proactive monitoring of deal spend and margins to flag accounts nearing tier thresholds in real time.
- Create systems to track upcoming renewals and renegotiations, ensuring financial data is ready before discussions begin.
- Continuously update tracking systems to reflect new deal types and evolving business needs.
- Ensure all commercial commitments are fully traceable from contract to financial impact, supporting auditability and accuracy.
- Build the commercial tracking function from the ground up, defining inputs, outputs, and review rhythms where none currently exist.
Requirements
- 4 to 6 years of experience in commercial or business finance, FP&A, or deal desk roles with a focus on commercial decision-making, preferably in adtech, digital media, or marketplace sectors.
- Hands-on involvement in structuring commercial deals, including modeling pricing options, setting tiered structures, and advising sales teams during negotiations.
- Proven track record of independently managing financial processes from start to finish, including system development, stakeholder reporting, and accountability for financial outputs.
- Advanced proficiency in financial modeling, with the ability to create deal impact analyses, pricing scenarios, and portfolio profitability assessments using Excel or Google Sheets.
- Direct experience with accrual accounting and month-end close procedures, including revenue adjustments and reconciliation processes.
- A systems-oriented mindset, capable of transforming disorganized data and informal workflows into structured, scalable tracking solutions adopted by teams.
- Strong communication skills with the ability to clearly convey financial insights to sales and executive leadership.
- Possession of an MBA in Finance from a top-tier business school, CA qualification, or equivalent professional credential.
Nice to Have
- Background in adtech or programmatic advertising, with understanding of metrics such as take rates, media flow, DSD, publisher costs, eCPMs, and demand-side platform economics.
- Prior work with deal desks, pricing teams, or commercial operations in technology or media organizations.
- Knowledge of agency holding group structures and how their commercial terms affect individual brand-level financials.
- Experience automating reports, especially for commercial performance dashboards and accrual monitoring systems.
- Ability to thrive in environments lacking established processes and build new systems with minimal guidance.
Work Arrangement
Remote (Worldwide) — San Mateo, New York, London, Singapore, Tokyo, Seoul, Jakarta, Bengaluru
What We Are Looking For
- Required 4–6 years of experience in commercial finance, business finance, deal desk, or FP&A with a strong commercial orientation — ideally within adtech, digital media, or marketplace businesses.
- Experience with commercial deal structuring: not just analysing deals after the fact, but actively participating in how deals are shaped — modelling pricing scenarios, defining tiers, and providing financial input to sales negotiations.
- Demonstrated ability to independently own a financial workstream end-to-end: running a process, building systems, presenting outputs to stakeholders, and standing behind the numbers.
- Strong financial modelling skills: ability to build deal impact models, pricing scenarios, and portfolio profitability views in Excel/Google Sheets from scratch.
- Accruals and close-process competence: hands-on experience with monthly accrual mechanics, revenue adjustments, and reconciliation workflows.
- Systems-building mindset: you are the kind of person who, when handed a messy spreadsheet and a verbal process, designs a structured tracker with defined inputs, outputs, and review cadences — and then gets it adopted.
- Clear, structured communication: ability to present commercial finance analysis to Sales leaders and business leadership with clarity and confidence.
- MBA (Finance) from a top-tier bschool, CA, or equivalent professional qualification.
Strongly Preferred
- Prior experience in adtech or programmatic advertising: familiarity with take rates, media flow, DSD, publisher cost, eCPMs, and the economics of demand-side platforms.
- Experience working at or with a deal desk, pricing function, or commercial operations team in a technology or media company.
- Familiarity with agency holding company structures and how agency-level commercial terms cascade to brand-level economics.
- Experience with reporting automation - particularly for building commercial trackers and accrual monitoring systems.
- Comfort operating in an environment where the processes you need don’t yet exist and you are expected to create them with minimal templating.
Other
- Recognized as a Great Place to Work
- Backed by investors including SoftBank, Kleiner Perkins, and Sherpalo Ventures
