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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 optimize deal outcomes, drive operational efficiency, and maintain compliance with company policies. In this role, you will:
- Drive standardization across the deal desk and contracting process
- Establish efficient operational cadence, reporting, insights, and benchmarks
- Lead operational rigor and excellence across the GTM organization
- Serve as an expert on the company’s deal structures, pricing, standard terms and conditions, systems and processes
As a change agent for the organization, you will rely on data-driven insights and rigorous process assessment to drive operational efficiency within the GTM org.
We work Flexible First. This role can be performed remotely anywhere within the United States. We’d love for you to join us!
The Impact You'll Have
- 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 maximize deal profitability
- Manage approval workflows for discounts, special terms, and non-standard deal requests
- Process Optimization & Compliance
- Standardize and continuously optimize 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
Who You Are
- 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, analyzing data, developing hypotheses, and synthesizing recommendations
- Strong organizational skills and operational mindset; skilled at building processes to scale
- Strong understanding of contract structures and pricing strategies
- Proficiency in Salesforce and financial modeling (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.
Nice-To-Haves
- Experience with Ironclad
Recruiter For This Role
- Katie Bamba
Typical Process
- Application submission
- Recruiter phone call
- Hiring manager video call
- Virtual “Onsite” consisting of 4, 45 min calls
- Case Study Assignment
- Offer!
Compensation and Benefits
Marqeta is a Flex First company which allows you to choose your best working environment, whether that be from home or at a company office. To support Flex First, we calibrate pay to a competitive value according to working location. Compensation is aligned according to three tiers within the United States:
- National: A baseline tier that applies to most of the geographic territory of the United States.
- Premium: Slightly elevated from the National tier, and oriented toward a narrower set of higher cost-of-living areas, such as Los Angeles CA and Seattle WA
- Premium Plus: A tier for the most expensive working areas, like the San Francisco Bay area and New York City.
Visit this page or consult with a Recruiter to determine which tier would be applicable to you.
When determining salaries, we consider several factors including, but not limited to, skills, prior experience, and work location. The new-hire base salary range for this position is:
- National: $112,800 - $141,000
- Premium: $124,100 - $155,100
- Premium Plus: $134,900 - $168,600
We also believe in recognizing the contributions of our people. That's why we award annual bonuses to eligible employees, rewarding both individual performance and the success of the entire company.
Along with monetary compensation, Marqeta offers
- Multiple health insurance options
- Flexible time off – take what you need
- Retirement savings program with company contribution and after tax contributions
- Equity in a publicly-traded company and an Employee Stock Purchase Program
- Family-forming benefits, fertility support, and up to 20 weeks of Parental Leave
- Free therapy sessions, financial and professional coaching, and legal advice
- Monthly stipend to support our remote work model
- Annual “development dollars” to support our people growth and development
Marqeta is on a mission to change the way money moves. We’re one of the earliest enablers of embedded finance, a market opportunity sized up in the trillions. Our card issuing platform provides unprecedented flexibility and control for companies to issue cards, authorize transactions, and manage payment operations in real time. Marqeta is powering the most well known brands in the new economy (Block, Cash App, Affirm, Instacart, Doordash, Uber, Walmart, etc). You don’t need to be a Payments expert to join the Marqeta Team, let us help you with that. This is the opportunity of a lifetime to work with innovators around the world and unlock equitable financial access for all.
Marqeta’s Values
– Solve for the Customer: With a deep understanding of our customers' business and empathy for their needs, we deliver products and services that drive their success. Earning and keeping their trust guides everything we do.
– Do What's Right: Knowing businesses and livelihoods depend on us, we pursue solutions that disrupt responsibly and deliver high-quality results that our customers count on. We own our work from start to finish.
– Simplify and Innovate: We approach challenges with curiosity and take smart risks. Innovation comes from finding better, simpler ways to achieve extraordinary outcomes.
– Win as a Team: We succeed together by embracing diverse perspectives and pushing each other to raise the bar. We lead with humility and set aside hierarchy to work as a team.
– Make it Count: We drive forward with focus and agility. With a sense of urgency and purpose, we get the job done, and done right.
Equal Employment Opportunity, Accommodations and Privacy
Marqeta is proud to be an equal opportunity employer that gives consideration to all qualified applicants regardless of race, ancestry, national origin, color, Indigenous, citizenship, religion/creed, sex, sexual orientation, gender identity, gender expression marital status, family status, disability, veteran status, criminal histories consistent with legal requirements, or any other characteristic protected by applicable law.
Our dedication to diversity and inclusion extends beyond the categories above. Review Marqeta’s ESG Report to see that dedication in action. Fostering an environment where everyone feels valued and respected creates a stronger and more innovative team at Marqeta. We celebrate the unique contributions of each individual and empower all members of our organization. Join us in building a company where diversity thrives and everyone can be their authentic selves.
If you require reasonable accommodation for the application process and beyond (including due to a disability), please submit this form and we will be more than happy to assist you. Marqeta will make reasonable accommodations for candidates when needed in accordance with applicable law. The Applicant and Candidate Privacy Notice applies to the personal data that you directly provide to us or that we collect during the application and candidate recruitment process.
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