Senior Lead – Deal & Product Strategy (m/w/d)

📍 Job Overview

Job Title: Senior Lead – Deal & Product Strategy (m/w/d)

Company: SHAPE AGENCY

Location: Hamburg, Germany (Remote/Hybrid mix ideal)

Job Type: Full-time, Permanent (Festanstellung)

Category: Revenue Operations / Sales Strategy / Product Strategy

Date Posted: April 14, 2026

Experience Level: Mid-Senior to Senior (Based on "Senior Lead" title and reporting to CSO/COO)

🚀 Role Summary

• Spearhead the architecture and strategic development of client deals, ensuring alignment between complex customer needs, technological innovation, and commercial viability.

• Drive profitability and growth for both new business pitches and existing client accounts through robust deal structuring and commercial design.

• Serve as a critical liaison between sales, strategy, operations, and delivery teams, translating strategic vision into actionable project frameworks.

• Leverage deep analytical acumen and strategic methodologies to identify opportunities, mitigate risks, and ensure successful project outcomes.

📝 Enhancement Note: This role is a hybrid of Sales Strategy, Revenue Operations, and Product Strategy. The "Senior Lead" title, reporting directly to the Chief Strategy Officer (CSO) and working closely with the Chief Operating Officer (COO), indicates a high level of responsibility in shaping profitable deals and product roadmaps. The emphasis on "Deal Architecture," "Commercial Design," and "Profitability" firmly places this within the revenue operations and sales strategy domain, while "Product Strategy" and "AI Use Cases" bring in a product-centric element.

📈 Primary Responsibilities

• Deal Architecture & Strategy: Lead discovery phases to thoroughly understand client requirements, define project scope, and develop innovative solution approaches that integrate cutting-edge technologies (e.g., AI use cases) with practical business objectives.

• New Business Development: Actively participate in and lead new business pitches, translating client needs into compelling and financially sound proposals.

• Existing Client Account Growth: Partner with account management teams to identify and capitalize on opportunities for upselling and cross-selling within existing client portfolios, ensuring clean recalculations and scope expansions.

• Commercial Design & Pricing: Develop and implement effective pricing strategies, including Time & Material, value-based pricing, and fixed-price packages, to optimize margins and ensure delivery quality.

• Risk Management: Proactively identify potential "red flags" in requirement gathering and scope definition to prevent future implementation challenges and ensure project feasibility.

• Workshop Leadership: Facilitate and lead co-creation workshops and strategic discussions at the C-level with clients, guiding stakeholders towards informed decisions and successful deal closure.

• Cross-functional Collaboration: Work closely with Sales, Strategy, Operations, and Delivery teams to ensure seamless transition from deal closure to project execution and client satisfaction.

• Profitability Analysis: Conduct financial assessments and forecasts for deals to ensure alignment with company profitability goals and resource allocation.

📝 Enhancement Note: The responsibilities listed emphasize a proactive approach to deal creation and optimization, focusing on the pre-sales and strategic planning phases that directly impact revenue and operational efficiency. The role requires a blend of strategic thinking, commercial acumen, and client-facing skills, typical of senior roles in strategy consulting or digital agencies focused on GTM execution.

🎓 Skills & Qualifications

Education:

Experience:

• Multiple years of senior-level experience in digital agencies, management consulting firms, or within product units of technology-focused companies.

• Demonstrated track record of structuring and successfully closing complex deals.

Required Skills:

• Deal Architecture & Structuring: Expertise in defining project scopes, deliverables, and technical/strategic approaches for complex client engagements.

• Business Case Development: Ability to translate client needs into clear, justifiable business cases that highlight ROI and strategic value.

• Commercial Acumen: Strong understanding of pricing models (T&M, value-based, fixed-price), margin analysis, and profitability drivers.

• Strategic Thinking: Capacity to understand business models, identify growth levers, and align solutions with client strategic objectives.

• Stakeholder Management: Excellent interpersonal and communication skills to effectively engage with C-level executives both internally and externally.

• Risk Assessment: Ability to identify and mitigate potential project risks during the pre-sales and scoping phases.

• Workshop Facilitation: Proven ability to lead and moderate strategic workshops and co-creation sessions.

• Methodological Proficiency: Strong command of frameworks such as Design Thinking, Value Innovation, and modern Requirement Management.

• Technology Affinity: Understanding of modern platform logic, digital product development, and the potential of AI applications.

Preferred Skills:

• Experience with AI use cases and their strategic application in digital products.

• Familiarity with agile methodologies and their application in deal structuring.

• Experience in the DACH (Germany, Austria, Switzerland) market.

• Proficiency in German and English.

📝 Enhancement Note: The requirements highlight a blend of strategic, commercial, and technical understanding. The emphasis on methodologies like Design Thinking and Value Innovation, alongside AI, indicates a modern approach to deal-making and product strategy. The "Senior Lead" title implies a need for leadership in defining processes and mentoring others, even if not explicitly stated as a management role.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Deal Case Studies: Showcase examples of complex deals structured, including the initial client challenge, your proposed solution, pricing strategy, risk mitigation, and ultimately, the successful outcome (e.g., project profitability, client satisfaction).

• Business Case Examples: Present well-developed business cases demonstrating your ability to quantify value, project ROI, and align solutions with strategic goals.

• Workshop Outputs: Include anonymized examples of workshop materials or key decisions made during facilitated sessions that led to strategic clarity or deal progression.

• Scope Definition Documents: Provide templates or examples of how you define and document project scope to ensure clarity and prevent scope creep.

Process Documentation:

• Demonstrate your understanding of process mapping and optimization for pre-sales and deal structuring workflows.

• Be prepared to discuss how you would document and standardize commercial design and risk assessment processes.

• Articulate how you ensure seamless handoffs and communication between strategy, sales, and delivery teams.

📝 Enhancement Note: For a role focused on deal and product strategy, a portfolio is crucial. It should not just list past projects but demonstrate the thinking and process behind successful deal architecture, commercial design, and strategic product alignment. Candidates should be ready to discuss the why and how of their contributions, focusing on measurable business impact.

💵 Compensation & Benefits

Salary Range:

Benefits:

• Top Equipment: High-quality hardware and software necessary for the role.

• Mobility Budget: Financial support for commuting or travel, potentially applicable to public transport, car sharing, or personal vehicle use.

• Expert Network: Access to a network of specialists and a collaborative environment within the SHAPE AGENCY and the broader MYTY Group.

• Remote-First Approach: Flexibility in work location, with a hybrid mix ideal.

• Performance-Based Compensation: Potential for a variable performance component, indicating a focus on results and impact.

• Direct Access to Leadership: Close collaboration with the CSO, COO, and other members of the senior leadership team.

Working Hours:

• Full-time employment, typically around 40 hours per week, with flexibility offered due to the "Remote-first" policy.

📝 Enhancement Note: The salary estimation is based on industry benchmarks for senior strategy and operations roles in Germany, considering the company's size (140+ employees) and its positioning as a digital agency within a larger group. The benefits listed are directly from the job description, highlighting the company's focus on employee well-being and professional development.

🎯 Team & Company Context

🏢 Company Culture

Industry: Digital Agency / IT Consulting / AI Solutions

Company Size: 140+ Employees (across 6 locations in Germany, Switzerland, and Croatia)

Founded: SHAPE DACH has over a decade of experience. The MYTY Group, its parent, is a larger entity formed by consolidation.

Team Structure:

• The role reports directly to the Chief Strategy Officer (CSO) and works closely with the Chief Operating Officer (COO).

• Collaboration is expected across various departments, including Sales, Account Management, Strategy, Product Development, and Delivery teams.

Methodology:

• Data-Driven Approach: Emphasis on data analysis for strategic decision-making and AI-powered solutions.

• Customer Experience Focus: Solutions are designed to optimize the entire customer journey.

• Agile & Innovative: Commitment to modern methodologies, including Design Thinking and Value Innovation, and embracing AI for enhanced capabilities.

• Quality & Expertise: A culture that values high-quality work and collaboration with skilled professionals.

Company Website: https://shape-agency.jobs.personio.com/job/2601170 (This is the job portal URL, not the main company website, which is likely shape.agency or similar.)

📝 Enhancement Note: SHAPE AGENCY positions itself as a forward-thinking digital agency focused on strategic consulting and AI-driven solutions. The company culture appears to value innovation, quality, and a collaborative, expert-driven environment. The "Remote-first" policy indicates a modern, flexible work culture, balanced with the need for strategic leadership and C-level interaction.

📈 Career & Growth Analysis

Operations Career Level: This role is positioned at a "Senior Lead" level, indicating a significant degree of autonomy, strategic input, and responsibility. It sits at the intersection of deal strategy, commercial operations, and product development, offering a broad scope of influence.

Reporting Structure: Direct reporting line to the Chief Strategy Officer (CSO), with close collaboration with the Chief Operating Officer (COO). This provides high visibility and direct access to top-level decision-making.

Operations Impact: The role's core function is to ensure that deals are strategically sound, commercially viable, and operationally executable. This directly impacts the company's revenue, profitability, client relationships, and the success of its digital product development initiatives. The candidate will be instrumental in shaping the company's go-to-market strategy and ensuring sustainable growth.

Growth Opportunities:

• Strategic Leadership: Potential to grow into a more senior strategy or operations leadership role within SHAPE AGENCY or the MYTY Group, potentially managing a team or a larger strategic domain.

• Specialization: Deepen expertise in specific areas like AI strategy, complex deal structuring, or particular industry verticals.

• Broader Influence: Contribute to shaping company-wide strategy, methodology development, and best practices in deal architecture and product innovation.

• Cross-functional Exposure: Gain extensive experience working with diverse teams and stakeholders across strategy, sales, operations, and technology.

📝 Enhancement Note: The "Senior Lead" title, coupled with direct reporting to C-suite executives, suggests a role with substantial growth potential. The focus on strategic deal-making and product strategy provides a strong foundation for advancing into higher leadership positions within the consulting or digital agency space.

🌐 Work Environment

Office Type: The company operates on a "Remote-first" model, suggesting a distributed workforce. While there are physical office locations (Hamburg, Germany being the primary for this role), the emphasis is on flexibility and autonomy in choosing work location.

Office Location(s): The primary location mentioned for this role is Hamburg, Germany, with the ideal candidate embracing a hybrid mix. Other listed locations for SHAPE AGENCY include Germany, Switzerland, and Croatia.

Workspace Context:

• Flexibility: The "Remote-first" approach allows for significant autonomy in structuring one's workday and work location, promoting a healthy work-life balance.

• Collaboration: Despite the remote setup, the role emphasizes close collaboration with C-suite executives and cross-functional teams, likely facilitated through digital collaboration tools.

• Technology: Candidates can expect access to "Top Equipment," indicating a modern and well-equipped technological environment to support remote and hybrid work.

Work Schedule: Full-time employment (approx. 40 hours/week) with inherent flexibility due to the remote-first policy. This allows for better management of personal time while ensuring project deadlines and client commitments are met.

📝 Enhancement Note: The "Remote-first" policy is a key aspect of the work environment. Candidates should be comfortable with digital collaboration tools and possess strong self-management skills. The hybrid model implies that some in-person interaction, especially for key meetings or workshops, may be expected, particularly in the Hamburg location.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A review of your application, focusing on CV, cover letter, and any provided portfolio materials, to assess alignment with core requirements.

• Hiring Manager/CSO Interview: A discussion focused on your strategic thinking, experience in deal architecture, commercial design, and understanding of product strategy. Expect behavioral questions and scenario-based inquiries.

• Case Study/Workshop Simulation: You may be asked to prepare and present a strategic proposal for a hypothetical deal or lead a short simulated workshop session to assess your facilitation and strategic problem-solving skills. This is where your portfolio will be invaluable.

• COO/Team Interview: An interview focusing on operational fit, collaboration style, risk management approach, and how you'd work with delivery and operations teams.

• Final Interview: Potentially with senior leadership or a panel for final assessment and discussion of terms.

Portfolio Review Tips:

• Curate Selectively: Choose 2-3 of your most impactful deals or projects that best represent your skills in deal architecture, commercial design, and strategic product alignment.

• Structure Your Narratives: For each case study, clearly articulate:

  • The client's challenge/objective.
  • Your specific role and strategic approach.
  • The methodologies used (e.g., Design Thinking, Value Innovation).
  • The commercial and pricing strategy developed.
  • How risks were identified and mitigated.
  • The measurable outcomes (e.g., deal closure, profitability, client satisfaction, strategic impact).

• Quantify Impact: Whenever possible, use metrics and data to demonstrate the success of your strategies. For example, "Increased deal profitability by X%" or "Secured a Y% increase in client scope."

• Highlight AI/Innovation: If applicable, showcase how you integrated innovative technologies like AI into your deal proposals.

• Prepare to Discuss: Be ready to walk through your portfolio items in detail, answering questions about your decision-making process and contributions.

Challenge Preparation:

• Strategic Problem-Solving: Practice breaking down complex business problems into manageable components and formulating strategic solutions.

• Commercial Modeling: Be prepared to discuss pricing strategies, cost structures, and profitability calculations.

• Client Communication: Rehearse how you would present complex ideas clearly and persuasively to C-level stakeholders.

• Risk Identification: Think about common pitfalls in digital project sales and how to proactively address them.

📝 Enhancement Note: The interview process is likely to be thorough, assessing strategic thinking, commercial acumen, and practical application of skills. A strong, well-prepared portfolio is essential for showcasing the candidate's ability to deliver on the core responsibilities of this strategic role.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Likely Salesforce, HubSpot, or similar for managing client interactions, deal pipelines, and sales forecasting.

• Project Management: Tools like Jira, Asana, Trello, or Monday.com for tracking project progress and team collaboration.

• Collaboration Suites: Microsoft 365 (Teams, SharePoint) or Google Workspace (Docs, Sheets, Slides, Meet) for daily communication, document sharing, and virtual meetings.

• Presentation Software: PowerPoint, Google Slides, or Keynote for developing proposals and presentations.

Analytics & Reporting:

• Business Intelligence Tools: Tableau, Power BI, or Looker for analyzing deal performance, project profitability, and client metrics.

• Spreadsheet Software: Advanced Excel or Google Sheets for financial modeling, data analysis, and custom reporting.

CRM & Automation:

• Sales Enablement Tools: Potentially tools that support proposal generation or sales process automation.

• Workflow Automation: Understanding of how to leverage tools to streamline sales and operational processes.

• Data Integration: Familiarity with how different systems (CRM, project management, finance) can be integrated to provide a holistic view of deal performance.

📝 Enhancement Note: While specific tools aren't listed, the nature of the role in a digital agency suggests proficiency with standard CRM, project management, collaboration, and analytics tools. The emphasis on "AI Use Cases" and "Platform Logic" implies an openness to and understanding of modern technological stacks.

👥 Team Culture & Values

Operations Values:

• Strategic Impact: A focus on driving business outcomes through thoughtful strategy and execution.

• Innovation: Embracing new technologies (like AI) and methodologies to deliver cutting-edge solutions.

• Quality & Excellence: Commitment to delivering high-quality work and achieving measurable results.

• Collaboration: Working effectively across teams and with clients to achieve shared goals.

• Profitability & Sustainability: Ensuring that deals and projects are financially sound and contribute to long-term business health.

• Transparency & Trust: Fostering an environment of open communication and mutual respect, especially within a remote-first setup.

Collaboration Style:

• Cross-functional Integration: The role demands close collaboration with Sales, Strategy, Operations, and Delivery teams, requiring strong communication and alignment skills.

• Client-Centric: A focus on understanding client needs and co-creating solutions that drive mutual success.

• Empowerment & Autonomy: The "Remote-first" policy suggests a culture that trusts employees to manage their work effectively, fostering a sense of ownership.

• Expert Exchange: A culture where knowledge sharing and learning from peers are encouraged, leveraging the expertise of 140+ specialists.

📝 Enhancement Note: The company culture appears to be a blend of a results-oriented, innovative digital agency and a flexible, trust-based remote work environment. Candidates should be comfortable with both strategic thinking and hands-on collaboration, with a strong ethical compass that aligns with quality and profitability.

⚡ Challenges & Growth Opportunities

Challenges:

• Balancing Innovation with Profitability: Ensuring that cutting-edge solutions (like AI) are commercially viable and deliver tangible ROI for clients.

• Managing Complex Stakeholder Needs: Navigating expectations and requirements from C-level executives across multiple client organizations.

• Defining Scope in Evolving Projects: Accurately scoping projects in dynamic digital environments where requirements can shift.

• Remote Collaboration Effectiveness: Maintaining high levels of collaboration and alignment across distributed teams.

• Rapid Technological Evolution: Staying abreast of fast-paced changes in AI and digital technologies to propose relevant and effective solutions.

Learning & Development Opportunities:

• Strategic Skill Enhancement: Deepen expertise in deal structuring, commercial modeling, and strategic product development through hands-on experience and mentorship.

• AI & Emerging Technologies: Gain practical experience in applying AI and other advanced technologies to client solutions.

• Leadership Development: Opportunities to lead strategic initiatives, mentor junior team members, and potentially grow into management roles.

• Industry Exposure: Work with a diverse range of clients across various industries, broadening understanding of market trends and business challenges.

• Networking: Connect with a wide network of experts within SHAPE AGENCY and the MYTY Group.

📝 Enhancement Note: The challenges are inherent to a senior strategic role in a dynamic industry. The growth opportunities are significant, particularly for individuals looking to advance their careers in strategy, operations, and product development within the digital and AI space.

💡 Interview Preparation

Strategy Questions:

• "Describe a complex deal you architected. What were the key challenges, your approach to structuring it, and what was the outcome?" (Focus on your process, negotiation, and profitability aspects.)

• "How do you balance innovative technological solutions (e.g., AI) with ensuring commercial viability and client ROI?" (Prepare to discuss risk assessment and business case justification.)

Company & Culture Questions:

• "What interests you about SHAPE AGENCY and our focus on AI-driven solutions?" (Research the company's recent work and strategic direction.)

• "How do you approach collaboration within a remote-first or hybrid team environment?" (Emphasize communication, proactivity, and tool utilization.)

Portfolio Presentation Strategy:

• Concise Storytelling: For each portfolio item, aim for a 3-5 minute explanation that covers the challenge, your solution, your specific contribution, and the measurable impact.

• Focus on "Why": Be prepared to explain the rationale behind your strategic decisions and commercial approaches.

• Data Visualization: If your portfolio includes financial data or performance metrics, present them clearly and concisely, perhaps using simple charts or graphs if appropriate.

• Address Risks: Explicitly discuss how you identified and managed risks in your examples.

• Know Your Audience: Tailor your presentation to emphasize aspects relevant to strategy, operations, and commercial success.

📝 Enhancement Note: Interview preparation should focus on demonstrating a strategic mindset, commercial acumen, and a structured approach to problem-solving. The portfolio is your primary tool for showcasing practical experience, so be ready to discuss it in depth and connect it back to the role's requirements.

📌 Application Steps

To apply for this operations position:

• Submit your application through the provided Personio link: https://shape-agency.jobs.personio.com/job/2601170

• Tailor Your CV: Highlight experience in deal structuring, commercial design, strategic consulting, and any work involving digital products or AI. Quantify achievements wherever possible.

• Craft a Compelling Cover Letter: Clearly articulate why you are a strong fit for this specific "Senior Lead – Deal & Product Strategy" role, referencing your experience in bridging strategy, profitability, and innovation. Mention your interest in SHAPE AGENCY's approach.

• Prepare Your Portfolio: Select 2-3 key case studies that best demonstrate your skills in deal architecture, business case development, and commercial strategy. Be ready to present these concisely and answer detailed questions.

• Research SHAPE AGENCY & MYTY Group: Understand their offerings, market position, recent projects, and company values to align your responses with their strategic direction.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.