Senior Business Officer

Meet Our Team:

The Business Officer organization is Pega’s deal leadership centre—strategic, commercially rigorous, and central to our growth. The Senior Business Officer supports Pega’s EMEA Growth business by owning the commercial strategy, deal structure, approval path, and negotiation approach for complex transactions. Partnering closely with Client Executives, regional Sales leaders, Legal, Finance, Sales Operations, and Deal Desk, the Senior Business Officer helps accelerate high-quality deal closure while balancing velocity, value, risk, and margin discipline. This role reports to a Lead Business Officer and has frequent interaction with Pega leadership.

Picture Yourself at Pega:

Join Pega and help shape the future of enterprise transformation. Pega is a leader in AI Platforms, empowering organizations to turn AI ambition into real business outcomes. Our unique approach combines cutting-edge AI with proven architecture, enabling customers to automate, orchestrate, and adapt mission-critical operations with governance, scalability, and confidence. Together, we're redefining how enterprises harness AI to drive meaningful and measurable results. In this role, you will be at the forefront of mission-critical negotiations, shaping multi-million-dollar enterprise transactions across Pega’s EMEA Growth business. You will make an immediate impact by setting deal strategy early, making sound and timely commercial decisions, and working with AI and automation technologies that are transforming how the world’s largest organisations operate.

What You'll Do at Pega:

Lead commercial strategy for complex EMEA Growth transactions, partnering with Sales, Finance, Legal, Sales Operations, Revenue Recognition, and senior management to develop creative negotiation approaches that accelerate responsible deal closure.

• Shape deal structure, pricing, sequencing, negotiation strategy, and approval path to give the account team the strongest route to win acquisition deals at defensible terms and protect margin discipline on expansion deals. Apply playbooks and best practices.

• Draft, review, and negotiate cloud, software licence, SaaS, and services agreements using concise, plain-English language.

• Serve as lead commercial negotiator with customer procurement teams and senior stakeholders, joining customer calls as needed to address deal structure and terms, accelerate turnaround time, and remove friction to close. The account team owns the customer relationship and close authority; you bring the commercial, financial, pricing, and contracting expertise to shape the path to closure.

• Identify and secure all necessary internal approvals; own correspondence on contract terms and redlines; and coordinate cross-functional input on pricing, revenue recognition, commercial risk, and deal terms.

• Partner with Client Executives and regional Sales leaders early in the sales cycle to qualify deal complexity, anticipate negotiation issues, and build a coordinated internal strategy for priority opportunities.

• Use AI tools and AI-assisted workflows as a standard part of execution, including client research, offer development, commercial modelling, pricing strategy, contract review, redline triage, negotiation planning, and competitive benchmarking.

Who You Are:

You are a commercially minded deal leader who combines strategic judgement, negotiation confidence, analytical rigour, and strong execution discipline. You are comfortable advising senior Sales stakeholders, engaging directly with customer procurement teams, and navigating complex commercial, legal, pricing, and operational issues to move high-value transactions forward.

Required Qualifications

• 10+ years’ experience in commercial operations, deal desk, sales operations, pricing, legal, or equivalent commercial and deal-support roles, with a track record of structuring and negotiating large enterprise cloud, SaaS and software transactions.

• Strong understanding of commercial models, including pricing, discounting, multi-year commitments, consumption models, multi-product deals, contract structuring, commercial terms, and revenue recognition considerations.

• Experience supporting complex and non-standard transactions in a fast-paced technology environment, including the ability to manage high volumes of concurrent deals under tight month-end and quarter-end deadlines.

• Excellent written and verbal communication skills, including experience engaging directly with customers on deal structure, commercial issues, and contract terms.

• Strong cross-functional partnering skills across Sales, Legal, Finance, Sales Operations, Deal Desk, and Revenue Recognition, with the credibility to operate as a trusted advisor to Client Executives and Sales leaders.

• Analytical, process-oriented mindset, with the ability to spot patterns across deals, identify scalable improvements, and bring structure to complex commercial decisions.

• Demonstrated experience working across multiple European markets and navigating multi-country enterprise SaaS buying dynamics.

Preferred Qualifications

• Bachelor’s degree in Law, finance, engineering , MBA or related commercial qualification
• Experience with CPQ systems and quote-to-booking processes; experience at a scaling cloud, data, AI, automation, or SaaS company; understanding of how enterprises evaluate and buy AI-enabled products; and fluency in another European language, preferably French or Spanish.

What You've Accomplished:

• Successfully negotiated and closed high-value, high-complexity technology deals in fast-paced environments.
• Built strong collaborative relationships with Sales teams, becoming a trusted strategic partner in deal development.
• Demonstrated creative problem-solving in contract structuring, finding commercially balanced solutions for complex negotiation challenges.
• Managed multiple concurrent negotiations while maintaining attention to detail, internal alignment, and company standards.
• Used data, process insight, and leveraged AI into work processes, decision-making, or problem-solving to improve deal quality, execution speed, and commercial decision-making. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.

Pega Offers You:

• Gartner Analyst acclaimed technology leadership across our categories of products
• Continuous learning and development opportunities
• An innovative, inclusive, agile, flexible, and fun work environment
• Competitive global benefits programme inclusive of pay, bonus incentive, and employee equity in the company.

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