Sr. Deal Operations Specialist; Majors

At Axon, we’re on a mission to Protect Life. We’re explorers, pursuing society’s most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and each other.

Life at Axon is fast‑paced, challenging and meaningful. Here, you’ll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter.

As a Senior Deal Operations Specialist at Axon, you will serve as a strategic sales partner supporting our most complex, high‑stakes opportunities across major public sector accounts. This is not a traditional transactional deal desk role. You will work hand‑in‑hand with Account Executives as a consultative advisor—helping shape deal strategy, structure sophisticated pricing scenarios, and guide complex quoting and contracting processes from early‑stage deal formation through close.

This role requires strong commercial judgment, technical product fluency, and the ability to translate complexity into clear, compelling deal structures that enable sales teams to move faster and smarter. You will sit at the intersection of sales, product, pricing, and legal—bringing a front‑line, customer‑oriented mindset to every deal you support.

• Act as a trusted strategic advisor to sales teams on complex, high‑value opportunities with major accounts.
• Improve deal quality, speed, and confidence by partnering early in the sales cycle—not just at quote submission.
• Enable sellers to tell a clear value story through pricing, packaging, and ROI‑driven proposals.
• Reduce friction in complex deal execution while maintaining alignment with Axon’s commercial and policy frameworks.
• Influence how Axon structures and scales sophisticated, multi‑solution deals across the public sector.

• Partner directly with Account Executives to develop deal strategies, structure pricing scenarios, and support complex customer negotiations.
• Lead complex quoting efforts, translating customer needs, technical configurations, and commercial constraints into executable deal structures.
• Build and analyze pricing models, ROI frameworks, and program comparisons to support customer‑facing value conversations.
• Convert internal quotes and deal structures into polished, customer‑ready pricing and commercial presentations.
• Review deal terms, contractual impacts, and pricing mechanics to proactively identify risks, inconsistencies, or blockers to close.
• Collaborate closely with Quoting, Product, Legal, Finance, and Sales Engineering to align deal execution without becoming a back‑office bottleneck.
• Support sales teams during late‑stage negotiations by advising on trade‑offs, alternatives, and creative structuring options.
• Bring strong product and solution understanding to deal conversations, ensuring pricing and packaging align with technical realities.
• Identify recurring deal challenges and recommend pragmatic improvements to tools, templates, and workflows.
• Contribute to scalable enablement through playbooks, pricing frameworks, and best practices that elevate seller effectiveness.
• Manage multiple high‑priority deals simultaneously while maintaining rigor, responsiveness, and attention to detail—especially during peak periods.

• 5+ years of experience in deal desk, deal strategy, sales operations, business operations, or a similar sales‑adjacent role supporting complex B2B sales motions.
• Demonstrated experience partnering closely with sales teams on sophisticated, multi‑stakeholder deals.
• Strong comfort with complex pricing structures, quoting workflows, and commercial trade‑offs.
• Working knowledge of technical or multi‑product solution offerings, with the ability to quickly develop product fluency.
• Advanced analytical skills with the ability to translate data into actionable deal guidance (Excel proficiency required).
• Experience operating in Salesforce or similar CRM environments.
• Strong communication skills with the confidence to influence without authority and push back when necessary.
• A sales‑oriented…