Strategy & Operations Manager, Consumer Revenue

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
• 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