Director, Business Development & Deal Lead - Commercial

Responsibilities

• Lead Complex Deal Cycles: Manage the strategy and execution for Veritone's most complex, "bespoke" commercial opportunities from inception to close.
• Architect Creative Structures: Design non-standard commercial models, including consumption-based pricing, revenue-share frameworks, and strategic joint ventures.
• Drive Internal Consensus: Act as the "deal quarterback," aligning stakeholders across Legal, Finance, Product, and Engineering to approve and support unique deal requirements.
• Lead High-Stakes Negotiations: Direct the negotiation strategy for large-scale enterprise agreements, ensuring Veritone's long-term interests and "Source of Truth" principles are protected.
• Develop New Playbooks: Distill learnings from "Special Situations" into repeatable frameworks that can eventually be scaled across the broader GTM organization.
• Cross-Functional Partnership: Work closely with the CEO, CRO, and CFO to evaluate the strategic trade-offs of major partnerships.
• Market Sensing: Identify emerging market shifts and "special" competitive threats to inform our corporate strategy.
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Requirements

• 8+ years of experience: In high-stakes environments such as investment banking, management consulting, corporate development, or "Special Situations" desks at major tech firms.
• Deal Architecting: A proven track record of closing multi-million dollar deals that required unique structural or legal creativity.
• Executive-Level Negotiation: Experience leading negotiations with C-suite executives at global Fortune 500 companies.
• Technical & Financial Fluency: The ability to model complex financial outcomes while deeply understanding AI technical constraints (e.g., inference costs, data provenance, and tokenization).
• Strategic Reasoning: Exceptional ability to synthesize complex information and provide clear, decisive recommendations to leadership.
• You might thrive in this role if you:
• Are a High-Stakes Operator: You thrive when the pressure is on and the path forward is unclear. You enjoy the challenge of solving "unsolvable" deal blockers.
• Are a Rigorous Thinker: You don't take "no" for an answer when it comes to logic. You challenge assumptions and use first-principles thinking to find creative paths to "Yes."
• Are a Master Communicator: You can explain a 50-page complex contract structure to a CEO in a 2-minute elevator pitch.
• Are Customer-Obsessed but Company-First: You are motivated to help customers achieve their vision, but you are a fierce protector of Veritone's long-term value and intellectual property.
• Are a Strategist: You understand the "Messy Middle" of internal consensus and can move a deal through a massive organization without losing momentum.
• DISCLOSURE
• Our company provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.
• *Note: Disclosure as required by sb19-085 (8-5-20) of the minimum salary compensation for this role when being hired in California & Colorado.
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Benefits

Additional Information

POSITION SUMMARY Veritone's GTM organization is at a pivotal moment as we both grow our SaaS solutions and a high-scale Agentic AI ecosystem. The Special Situations team is a small, elite group responsible for executing the company's most complex, high-stakes, and non-standard commercial opportunities. As a Deal Lead, you will sit at the intersection of Sales, Finance, Legal, and Product. You will be responsible for the end-to-end execution of "outlier" deals-those that don't fit into a standard playbook but represent significant strategic value or massive revenue potential. These may include large-scale data licensing partnerships, sovereign AI infrastructure builds, or complex multimodal transformations for global media conglomerates. This is a hands-on execution role for a strategist who can navigate ambiguity, architect creative commercial structures, and drive internal consensus across the highest levels of the organization. ‎

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