Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there’s one thing that nearly everyone does: play video games. Discord plays a uniquely important role in the future of gaming, and we are focused on making it easier and more fun for people to hang out before, during, and after playing games.
We’re looking for a Manager to own strategy and operations for Discord’s Consumer Revenue business, with a primary focus on Nitro partnerships. You’ll sit at the intersection of Business Development, Product, and Finance, ensuring our partnership deals are structured, modeled, and operationalized effectively as our B2B motion scales. This is a high-impact role that touches deal strategy, financial modeling, pricing, analytics, and cross-functional operations.
What You'll Be Doing
Serve as the strategic connective tissue between Business Development and Product on Nitro partnerships, ensuring alignment on deal priorities, product capabilities, and go-to-market strategy
Provide analytical support to Consumer Revenue leadership by building reporting, surfacing insights on partnership performance, and delivering data-driven recommendations that inform business decisions
Partner with Finance on financial modeling for Nitro partnership deals, building and maintaining models that inform deal structure, revenue projections, and partnership economics.
Stand up and run the Consumer Revenue deal desk, defining red lines on term sheets, establishing approval frameworks, and creating clear guardrails on what we will and won’t allow in partnership agreements
Lead pricing strategy and analysis for Nitro, managing the semi-annual pricing cycle and building the analytical foundation to support pricing decisions
Develop and maintain dashboards and ad hoc analyses that give Business Development and Product teams visibility into partner revenue trends, deal pipeline health, and key performance metrics
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Manage operational workflows across Accounting, Legal, and other cross-functional partners to ensure deals move from signed term sheet to revenue recognition smoothly
Document and codify deal policies, pricing frameworks, and operational processes as the function matures
What you should have
4 to 6 years of experience in strategy and operations, deal operations, revenue operations, or strategic finance
Strong financial modeling skills with the ability to build deal models, scenario analysis, and partnership economics from scratch
Proven ability to turn ambiguous business questions into structured analyses and clear recommendations
Experience standing up or managing a deal desk function, including defining deal terms, approval workflows, and pricing guardrails
Ability to operate across multiple stakeholders (Business Development, Product, Marketing, Engineering, Legal, Finance, and Accounting) and drive alignment without direct authority
Sharp analytical skills with proficiency with SQL, python, BI Tools, and Excel/Sheets.
Proficient with AI tools such as Claude, Claude Code, Cursor, etc
Strong written and verbal communication. You’ll be synthesizing complex deal structures and analytical findings into clear narratives.
Comfort with ambiguity and building process where none exists today
Nice to have
Experience in subscription or consumer revenue businesses, or partnership-heavy models
Background in gaming, social platforms, or digital media
Familiarity with revenue recognition principles and working with Accounting teams on deal operationalization
Experience with BI tools such as Tableau, Looker, or similar, and building self-serve reporting for business teams
The US base salary range for this full-time position is $192,000 to $216,000 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits.
Why Discord?
Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests, and helps developers build and grow their businesses. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away!
Discord is committed to inclusion and providing reasonable accommodations during the interview process. We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know.
Please see our Applicant and Candidate Privacy Policy for details regarding Discord’s collection and usage of personal information relating to the application and recruitment process by clicking HERE.
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