---
title: 'Deal Strategy Specialist at Synthesia'
canonical: 'https://feeny.ai/job/deal-strategy-specialist-synthesia-new-york-027emt4c4b80'
type: 'job'
last_seen: '2026-10-20'
---

# Deal Strategy Specialist at Synthesia

- **Company:** [Synthesia](https://feeny.ai/companies/synthesia)
- **Location:** New York, NY
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-09-29
- **Last confirmed live:** 2026-10-20
- **Apply:** https://jobs.ashbyhq.com/synthesia/95fc578b-aa9a-477c-9feb-a71b377a716a

## Job description

Synthesia is the world’s leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, the company is headquartered in London, with offices and teams across Europe and the US. As AI continues to shape the way we live and work, Synthesia develops products to enhance visual communication and enterprise skill development, helping people work better and stay at the center of successful organizations. Following our recent Series E funding round, where we raised $200 million, our valuation stands at $4 billion. Our total funding exceeds $530 million from premier investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, alongside the founders and operators of Stripe, Datadog, Miro, and Webflow.

Welcome to the video-first world From your everyday PowerPoint presentations to Hollywood movies, AI will transform the way we create and consume content. Today, people want to watch and listen, not read — both at home and at work. If you’re reading this and nodding, check out our[brand video](https://www.youtube.com/watch?v=UVNUCBUrHL0). Despite the clear preference for video, communication and knowledge sharing in the business environment are still dominated by text, largely because high-quality video production remains complex and challenging to scale—until now…

Meet Synthesia We're on a mission to make video easy for everyone. Born in an AI lab, our AI video communications platform simplifies the entire video production process, making it easy for everyone, regardless of skill level, to create, collaborate, and share high-quality videos. Whether it's for delivering essential training to employees and customers or marketing products and services, Synthesia enables large organizations to communicate and share knowledge through video quickly and efficiently. We’re trusted by leading brands such as Heineken, Zoom, Xerox, McDonald’s, and more. Read[stories from happy customers](https://www.synthesia.io/case-studies) and what[1,200+ people say on G2](https://www.g2.com/products/synthesia/reviews#reviews). In 2023, we were one of 7 European companies to reach unicorn status. In February 2024, G2 named us as the fastest-growing company in the world. We’ve raised over $150M in funding from top-tier investors, including Accel, Nvidia, Kleiner Perkins, Google, and top founders and operators including Stripe, Datadog, Miro, Webflow, and Facebook.

## About the Role

The Deal Strategy Specialist is a commercial operator embedded in Synthesia's Revenue Operations function. This is a deal desk role with depth — you’ll partner directly with AE/CSMs, Sales leadership, Finance, and Legal across the NAMER region to structure, price, and approve deals that are commercially sound, operationally clean, and built to close. You will support the deal review process for NAMER: from first submission through approval routing, exception triage, and post-signature hygiene. You’re a day-to-day partner to AE/CSMs on standard deals, escalating non-standard structures to senior team members. We are looking for someone with strong technical foundations — Salesforce fluency, revenue recognition awareness, and comfort working in CPQ environments — alongside developing commercial judgement and a willingness to learn the craft of deal structuring.

What You'll Do: Deal Review & Structuring

- Review deal submissions from NAMER Strategic AE/CSMs for compliance with pricing policy, discount schedules, and approval thresholds — approving standard deals and routing exceptions to senior reviewers
- Support modelling of multi-year, multi-product deals — building ARR, TCV, and per-seat/platform fee scenarios under the guidance of senior team members
- Spot common commercial risks in deal structures and flag them to senior team members or the Manager for review
- Triage exception requests, gather supporting context from the AE/CSM, and prepare them for review by senior team members with clear documentation

Commercial Operations & Systems:

- Manage deal data integrity in Salesforce — ensuring opportunity records, pricing fields, and approval audit trails are accurate and complete
- Work within DealHub (CPQ) to validate deal configurations, flag misconfigurations, and escalate system issues during the deal review workflow
- Support ARR and revenue recognition hygiene by flagging deal structures that may create recognition complexity for senior review
- Assist with maintaining Deal Desk playbooks, floor pricing references, and discount schedule documentation

Stakeholder Partnership:

- Act as a first point of contact for NAMER AE/CSMs on standard commercial queries and deal submission questions, escalating senior or complex requests as needed
- Coordinate with Finance and Legal on routine deal questions, escalating non-standard commercial terms or booking issues to senior team members
- Communicate approval decisions clearly — explaining the why, not just the outcome, and building AE/CSM trust through consistency and speed
- Manage inbound deal desk cases from the NAMER field — triaging requests from AE/CSMs via the shared deal desk mailbox, tracking case status, and ensuring SLAs are met for standard submissions

Process Ownership:

- Maintain deal log accuracy, hit SLAs consistently, and surface observations on recurring approval patterns to the Manager
- Flag recurring exceptions to the Director that may signal a gap in the approval framework
- Help roll out new commercial policies into the EMEA field by maintaining documentation and supporting enablement sessions

What We're Looking For:

## Experience & Technical Skills

- 3 years of experience in a Deal Desk, Sales Operations, Revenue Operations, or commercial finance role in a B2B SaaS company
- Hands-on Salesforce experience — you can navigate opportunity records, run reports, and maintain deal data accuracy without hand-holding
- Familiarity with CPQ systems (DealHub, Salesforce CPQ, or similar) — you understand how deal configurations map to pricing outputs
- Working knowledge of revenue recognition principles (ASC 606 / IFRS 15) — enough to identify when a deal structure creates a recognition issue and escalate appropriately
- Comfort building and interpreting deal models in Excel or Google Sheets — ARR/TCV splits, multi-year commit scenarios, discount waterfall logic

What You'll Bring:

- Working understanding of SaaS commercial mechanics: ARR, TCV, per-seat pricing, platform fees, multi-year discounting.
- Clear, confident communicator — comfortable fielding questions from AE/CSMs and asking for help when a deal is outside your remit.
- Highly organised with a low error rate on repetitive, process-driven tasks.
- Proactive by default — you flag problems early rather than waiting to be asked.
- NAMER-based and comfortable spanning broader American deal cycles.

Nice to Have:

- Experience with CLM platforms (Ironclad, LinkSquares, Luminance, or similar)
- Exposure to AWS Marketplace or other cloud marketplace deal mechanics
- Experience supporting a Deal Desk or RevOps tooling implementation
- Familiarity with NetSuite for order management or billing workflows
- Knowledge of NAMER-specific commercial nuances: GDPR data processing terms, EU procurement cycles, local PO and invoicing requirements

## About Synthesia

## Company Overview
- **One-liner**: Synthesia is an all-in-one AI video platform that enables businesses to create, localize, manage, and publish professional-quality videos using AI avatars and voiceovers, without any filming equipment or video editing skills.
- **Entity Type**: Private (Series C)
- **Headquarters**: London, United Kingdom
- **Founded**: 2017
- **Founders**: Victor Riparbelli (CEO), Prof. Lourdes Agapito, Steffen Tjerrild (COO), Prof. Matt Niessner

## Core Business
- **Primary industry**: AI Video Platform / Enterprise SaaS / Creative Technology
- **Target customers**: B2B, Enterprise (trusted by 50,000+ teams globally, including 90% of the Fortune 100)
- **Mission statement**: "Helping people work better" — transforming how organizations train, onboard, and upskill their employees with AI.

## Products & Services
- **Synthesia AI Video Platform (Core)**: Full-stack SaaS platform for creating AI videos. Includes AI avatars (240+), AI voices in 160+ languages, 1-click translation, real-time team collaboration, version control, brand kit management, analytics (views, drop-offs, completion rates), and SCORM export for LMS integration.
- **AI Avatars**: Customizable, expressive AI avatars that speak 160+ languages. Users can also create their own custom avatar.
- **AI Screen Recorder**: Polished screen recordings with instant transcripts (removes 'ums' and 'uhs'), editable and translatable.
- **Multilingual Video Player**: Single player to watch and organize videos in 160+ languages.
- **AI Video Assistant & Academy**: Tutorials and onboarding tools to help users create videos quickly.
- **Enterprise Security Suite**: SOC 2 Type II, GDPR, ISO 42001 compliant, with SAML/SSO. Designed to satisfy the toughest legal and security teams at Fortune 100 companies.

## Market Standing
- **Valuation/ Market Cap**: Not publicly disclosed (last known funding round: Series C, $180M raised, led by Accel and Nvidia in 2023, valuing the company at $1B+ — Unicorn status).
- **Key Metric**: **$100M+ Annual Recurring Revenue (ARR)** — announced by COO & Co-founder Steffen Tjerrild in a public LinkedIn post [linkedin.com](https://www.linkedin.com/posts/steffentjerrild_probably-the-milestone-im-most-proud-of-activity-7317848922612224001-UuZ1)
- **Notable Investors/Partners**: Accel, Nvidia (lead Series C), with previous investors including Kleiner Perkins, GV, FirstMark Capital, and MMC Ventures. The company has an active partnership ecosystem including integrations with LMS providers and enterprise tooling.
- **Growth Signals**: 
  - Crossed $100M ARR (strong product-market fit and revenue growth).
  - Used by 90% of the Fortune 100 and 50,000+ teams.
  - Engineering team scaled from 0 to 80+ engineers.
  - Over 1M+ users on the platform.
  - Hiring in 26+ countries with offices in London and NYC.
  - Continues to expand product suite (AI avatars, video agents, analytics, and skill development products).

## Competitive Advantages
- **Proprietary AI & Avatars**: Deep AI research spanning computer vision, graphics, and NLP (co-founders from Stanford, Cambridge, UCL, TUM). Avatars are highly expressive and support 160+ languages with accurate lip-sync.
- **Enterprise Security & Compliance**: SOC2, GDPR, ISO42001, SAML/SSO — a key differentiator for Fortune 100 clients who require stringent security.
- **End-to-End Platform**: Combines creation, localization, management, analytics, and version control in one tool — reducing reliance on multiple vendors and agencies.
- **AI Ethics-First**: 10% of the team is dedicated to AI safety and ethics, a strong trust signal for enterprise buyers.
- **Velocity & Innovation**: Engineering team delivers meaningful features every few days, not weeks, enabling rapid iteration.

## Strategic Focus
- **Enterprise Scale & Platform Depth**: Deepening integrations with enterprise tooling (LMS, security suites) and expanding video product suite (Avatars, Agents, skill development).
- **Global Localization**: Strengthening 160+ language support and 1-click translation to serve multinational enterprises.
- **AI Ethics & Trust**: Maintaining a dedicated ethics team and proactive AI policy engagement to stay ahead of regulation and build customer trust.
- **Product Expansion**: Moving from video creation to a broader "visual communication" platform including AI Agents and analytics-driven optimization.
- **Talent Acquisition**: Scaling the global team across engineering, research, and go-to-market functions, with a focus on high-velocity engineering culture.

## Why Work Here
- **Global & Remote-First Culture**: Team spans 26+ countries. Offices in London and NYC, with remote work flexibility. Roughly 80% of London HQ staff are immigrants, fostering a diverse, international environment.
- **High-Velocity Engineering**: Engineers deliver meaningful features every few days (no long releases). Minimal meetings and SCRUM ceremonies — a focus on building and shipping.
- **Growth & Ownership**: Real ownership from day one. Clear progression paths, annual learning budget, access to courses and conferences.
- **People-First & AI Ethics**: 10% of team dedicated to AI safety. Strong emphasis on work-life balance with competitive compensation, PTO, and benefits.
- **H-1B Friendly**: CEO Victor Riparbelli has publicly highlighted that the London office provides a strong alternative to US visa uncertainty, with ~80% of staff being immigrants.
- **Top-Tier Team**: Founders and engineering leadership from Stanford, Cambridge, UCL, TUM, and top tech companies.

## Sources
1. [synthesia.io/about](https://www.synthesia.io/about)
2. [synthesia.io](https://www.synthesia.io/)
3. [synthesia.io/careers](https://www.synthesia.io/careers)
4. [linkedin.com/company/synthesia-technologies](https://uk.linkedin.com/company/synthesia-technologies)
5. [pitchbook.com/profiles/company/267090-49](https://pitchbook.com/profiles/company/267090-49)
6. [linkedin.com/posts/steffentjerrild](https://www.linkedin.com/posts/steffentjerrild_probably-the-milestone-im-most-proud-of-activity-7317848922612224001-UuZ1)
7. [linkedin.com/posts/victorriparbelli](https://www.linkedin.com/posts/victorriparbelli_h-1bs-are-causing-a-lot-of-uncertainty-right-activity-7375861659610836993-UULl?utm_source=share&utm_medium=member_desktop&rcm=ACoAABVaNoYBu2QiVriT0MMLe-cbAPv2sPNI2cA)

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