Senior Manager, Deal Desk

At 2U, we are all in on purpose. We are motivated by our mission – to make learning limitless– and connected by our shared passion to deliver world-class higher education at scale. As the parent company of edX, a leading online learning platform, 2U powers thousands of higher education offerings – from free courses to full degrees. Together with our college, university, and corporate partners, we are helping accelerate careers and transform lives.

What We’re Looking For:

We are seeking a highly analytical and commercially minded Senior Manager, Deal Desk to support strategic deal structuring, pricing, and financial evaluation across new product offerings and contract renewals. This role sits at the intersection of Finance, Sales, Partnerships, Product, and Marketing, and is responsible for developing robust financial models that inform pricing strategy, margin optimization, and long-term value creation.

The ideal candidate brings a strong background in valuation, investment banking, or transaction advisory, with deep expertise in financial modeling and a proven ability to translate complex analyses into actionable business insights.

Responsibilities Include, But Are Not Limited To:

Deal Structuring & Financial Modeling

• Lead financial evaluation of complex deals, including enterprise contracts, multi-year agreements, and business model strategy

• Build and maintain advanced financial models to assess profitability, cash flow, and ROI for new product launches and contract renewals

• Partner with Sales and Partnerships to structure deals that balance customer value with company margin and growth objectives

• Evaluate pricing scenarios, discounting strategies, and contract terms to optimize revenue and long-term value

New Product Financial Strategy

• Develop business cases for new product offerings, including market sizing, unit economics, and breakeven analysis

• Collaborate with Marketing and Product teams to assess financial viability and pricing frameworks for new solutions

• Support go-to-market strategy with data-driven insights on monetization and bundling approaches

Contract Renewal & Expansion Modeling

• Analyze renewal cohorts and customer lifetime value to inform renewal pricing and upsell strategies

• Build predictive models to evaluate churn risk, expansion opportunities, and long-term contract value

• Support negotiations by providing scenario analyses and financial recommendations for renewal terms

Cross-Functional Partnership

• Act as a strategic advisor to Sales, Partnerships, Marketing, and Product during deal negotiations

• Establish scalable deal desk processes, approval frameworks, and pricing governance

• Ensure alignment between financial models, contract terms, and revenue recognition considerations

Performance Tracking & Insights

• Monitor deal performance vs. modeled expectations and refine assumptions accordingly

• Deliver insights on pricing effectiveness, margin trends, and deal cycle efficiency

• Contribute to ongoing optimization of pricing strategy and commercial policies

Things That Should Be In Your Background:

• Bachelor’s degree in Finance, Economics, Accounting, or related field; MBA or CFA preferred

• 6–10+ years of experience in investment banking, valuation, transaction advisory, or strategic finance

• Advanced financial modeling skills (e.g., 3-statement modeling, DCF, scenario/sensitivity analysis)

• Experience supporting complex deal negotiations or working in a Deal Desk / Pricing / Revenue Operations environment

• Strong understanding of SaaS or subscription-based business models (preferred)

• Exceptional analytical, communication, and stakeholder management skills

We will prioritize those who live in the Washington-Baltimore metropolitan area and who are available to come into our Headquarters in Arlington, VA two to three days a week.

Benefits & Culture

Our global employee base is a diverse collection of innovators, dreamers, and doers working together to transform lives through higher education. We believe that every employee can advance our shared purpose, and that life at 2U should be fun and meaningful. If you’re excited by the opportunity to provide millions of learners and counting with access to world-class higher education, then join us – and do work that makes a difference.

We offer comprehensive benefits (unique per country) and excellent work/life balance. Full-time, U.S.benefits include:

• Medical, dental, and vision coverage

• Life insurance, disability, and 401(k) employer match

• Free snacks and drinks in-office

• Generous paid holidays and leave policies, including unlimited PTO

• Additional time off benefits include: volunteer days, parental leave, and a company-wide winter break

Salary offers are made based on the candidate’s qualifications, experience, skills, and education as they directly relate to the requirements of the position, budget for the position and cost of labor in the market in which the candidate will be hired.

2U Diversity and Inclusion Statement

At 2U, we are committed to building and sustaining a culture of belonging, respect, and inclusion. We are proud of the steps we’ve taken to bring together an employee base that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities. We strive to offer a workplace where every employee feels empowered by what makes us different, as well as by how we are alike.

2U is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodations, please reach out to us at: recruitingaccommodations@2u.com.

About 2U

2U partners with the world's top universities and companies to develop and deliver education programs that accelerate careers and transform lives. Through partnerships with the world’s leading colleges, universities, and companies, 2U delivers thousands of online programs to millions of learners worldwide on edX, its global learning platform. From executive education and professional credentialing to master’s degree programs and free, open courses, 2U transforms how top institutions deliver workforce-aligned online education, enabling professionals to advance without pausing their careers. Learn more at 2U.com.

The above statements are intended to describe the general nature and level of work performed by individuals assigned to this position, and are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed.

2U is an equal opportunity employer that does not discriminate against applicants or employees and ensures equal employment opportunity for all persons regardless of their race, creed, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, age, marital status, disability, citizenship, military or veterans’ status, or any other classifications protected by applicable federal, state or local laws. 2U’s equal opportunity policy applies to all terms and conditions of employment, including but not limited to recruiting, hiring, training, promotion, job benefits and pay.