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

📍 Job Overview

Job Title: Senior Lead - Deal & Product Strategy (m/f/d)

Company: SHAPE DACH GmbH

Location: Hamburg, Germany

Job Type: FULL_TIME

Category: Revenue Operations / Sales Strategy / Product Strategy

Date Posted: April 14, 2026

Experience Level: Senior (5-10 years)

Remote Status: Hybrid

🚀 Role Summary

• Spearhead the architectural design and strategic development of complex deals, ensuring alignment between client needs, technological innovation (including AI use cases), and economic viability.

• Drive profitability and operational health of projects by developing robust commercial designs, including pricing strategies (Time & Material, value-based, fixed-price packages) and accurate recalculations for existing client scopes.

• Act as a critical risk management function, proactively identifying potential issues in requirements and scope before they impact project delivery and quality.

• Lead C-level workshops and co-creation sessions to guide clients toward informed decisions and facilitate the successful closure of new business pitches and existing client expansions.

📝 Enhancement Note: This role sits at the nexus of sales, strategy, and product development, requiring a deep understanding of deal structuring, commercial viability, and innovative product solutions. The emphasis on reporting to the CSO and collaborating with the COO indicates a high-level strategic and operational impact. The "Senior Lead" title and reporting structure suggest significant autonomy and responsibility for shaping SHAPE's approach to client engagements and product offerings.

📈 Primary Responsibilities

• Deal Architecture & Strategy: Lead the discovery phase for new business opportunities, meticulously clarifying scope, and architecting solution approaches that integrate cutting-edge technological innovations, such as AI, with sound business principles.

• Existing Client Development: Partner with account management teams to enhance deals with existing clients, identifying opportunities for scope expansion, optimizing existing project parameters, and ensuring accurate recalculations for follow-on work.

• Commercial Design & Pricing: Develop and implement appropriate pricing models, including Time & Material, value-based pricing, and fixed-price packages, to ensure sustained project profitability and high-quality delivery outcomes.

• Risk Identification & Mitigation: Proactively identify and flag potential "red flags" within client requirements and scope definitions, implementing preventative measures to avoid future implementation challenges and ensure project success.

• Workshop Leadership & Facilitation: Design and lead C-level workshops and co-creation sessions, skillfully guiding clients through complex decision-making processes and fostering collaborative environments for strategic alignment.

• Business Case Development: Translate intricate customer requirements into compelling and data-driven business cases that clearly articulate value, ROI, and strategic alignment for both SHAPE and its clients.

• Cross-Functional Collaboration: Work closely with Chief Strategy Officer (CSO), Chief Operating Officer (COO), and delivery teams to ensure seamless integration of strategic deal architecture into operational execution and project management.

📝 Enhancement Note: The responsibilities highlight a dual focus on new business acquisition (deal architecture) and existing client growth (account development), emphasizing the strategic commercial aspect of revenue generation and client relationship management. The explicit mention of "AI-Use-Cases" and "modern platform logic" points towards a need for forward-thinking technological understanding, crucial for a digital product development firm.

🎓 Skills & Qualifications

Education: A Bachelor's or Master's degree in Business Administration, Economics, Strategy, Product Management, or a related field is highly preferred. Specialized certifications in project management, strategic planning, or relevant technical domains may be advantageous.

Experience: Minimum of 5-10 years of senior-level experience within digital agencies, management consulting firms, or product-focused units, with a proven track record of structuring and successfully managing complex deals.

Required Skills:

• Deal Architecture & Structuring: Proven ability to design and articulate complex deal frameworks, including scope definition, risk assessment, and commercial modeling.

• Business Case Development: Expertise in creating robust, data-driven business cases that demonstrate ROI and strategic value.

• Commercial Design & Pricing Strategy: Deep understanding of various pricing models (Time & Material, value-based, fixed-price) and their impact on profitability and client satisfaction.

• Risk Management: Demonstrated ability to identify, assess, and mitigate project and commercial risks within client engagements.

• Stakeholder Management: Exceptional interpersonal and communication skills, with the ability to engage and influence C-level executives both internally and externally.

• Workshop Facilitation: Proficiency in leading and moderating strategic workshops, co-creation sessions, and client presentations.

• Analytical Acumen: Sharp analytical skills to quickly understand business models, identify profitability levers, and assess customer success factors.

• Technology Affinity: Solid understanding of modern platform logic, digital product development processes, and the realistic application of emerging technologies like AI.

• Methodological Proficiency: Mastery of frameworks such as Design Thinking, Value Innovation, and modern requirements management techniques.

Preferred Skills:

• Experience in a "Remote-first" or hybrid work environment.

• Familiarity with Agile methodologies in a product development context.

• Knowledge of specific industry verticals relevant to SHAPE DACH GmbH's client base.

• Fluency in English, in addition to German.

📝 Enhancement Note: The emphasis on "Tools like Design Thinking, Value Innovation, and modern requirement management" suggests a need for candidates who can apply structured methodologies to complex problems. The "Technology Affinity" requirement, specifically mentioning AI and platform logic, indicates that a basic understanding of how digital products are built and scaled is essential, even if direct coding experience isn't required.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Deal Structuring Case Studies: Showcase examples of complex deals you have architected, detailing the client's challenge, your proposed solution, the commercial model, and the resulting business impact (e.g., revenue growth, profitability improvement).

• Business Case Examples: Present well-structured business cases you have developed, highlighting your analytical approach, financial projections, and the key decision-making factors.

• Pricing Strategy Documentation: Include documentation or examples illustrating how you have developed and implemented different pricing strategies (e.g., value-based, T&M, fixed-price) and their outcomes.

• Risk Assessment Frameworks: Demonstrate your approach to identifying and mitigating risks in client engagements, potentially through a case study or a description of your methodology.

• Workshop Materials: Provide examples of workshop agendas, facilitation guides, or key outputs from strategic workshops or co-creation sessions you have led.

Process Documentation:

• Deal Flow Optimization: Document your process for managing the end-to-end deal lifecycle, from initial inquiry and discovery through to proposal, negotiation, and handover to delivery. Highlight areas where you have implemented efficiencies.

• Requirements Analysis & Scoping: Outline your methodology for gathering, analyzing, and scoping client requirements, ensuring clarity, completeness, and alignment with business objectives.

• Commercial Modeling & Forecasting: Detail your process for developing financial models and profitability forecasts for new and existing deals, including sensitivity analysis and scenario planning.

• Cross-Functional Handoff Protocols: Describe your established processes for seamless handoffs between sales/strategy, product, and delivery teams, ensuring all parties have a clear understanding of project scope, objectives, and constraints.

📝 Enhancement Note: For a role focused on deal and product strategy, a portfolio demonstrating the ability to translate complex requirements into viable, profitable business propositions is crucial. The emphasis should be on showcasing structured thinking, analytical rigor, and successful commercial outcomes.

💵 Compensation & Benefits

Salary Range: Given the "Senior Lead" title, reporting directly to the CSO, and the nature of strategic deal architecture in a digital agency/consulting context in Hamburg, Germany, a competitive salary range would typically fall between €80,000 and €120,000 annually. This estimate is based on market research for similar senior strategy and commercial roles in Germany, considering the cost of living in Hamburg and the specialized skills required. The exact compensation will be structured flexibly, likely including a fixed salary component and a variable performance-based bonus (Fixum, variabler Performance-Mix).

Benefits:

• Flexible Working Environment: Embracing a "Remote-first" approach, offering significant autonomy and flexibility to structure your work independently.

• Top Equipment: Provision of high-quality technological equipment to ensure productivity and efficiency in your role.

• Mobility Budget: Financial support for transportation, enabling flexible commuting options or travel related to client engagements.

• Expert Network: Access to a network of skilled professionals within SHAPE and the broader MYTY Group, fostering collaboration and knowledge sharing.

• Direct Leadership Exposure: Opportunities for close collaboration and direct reporting to senior leadership, including the Chief Strategy Officer and Chief Operating Officer.

• Professional Development: Potential for continuous learning and development, supported by the company's commitment to quality and innovation.

Working Hours: While not explicitly defined as a fixed number, the "Remote-first" and flexible approach suggests a focus on output and deliverables rather than strict adherence to traditional 9-to-5 hours. A typical full-time workload is expected, likely around 40 hours per week, with flexibility to manage your schedule effectively to meet project demands and strategic objectives.

📝 Enhancement Note: The salary range is an estimate based on the role's seniority, location (Hamburg), and industry benchmarks for similar positions in Germany. The description mentions a flexible compensation structure including a "Fixum" (fixed salary) and a "variabler Performance-Mix" (variable performance component), which is common for senior roles tied to deal success and profitability.

🎯 Team & Company Context

🏢 Company Culture

Industry: Digital Products & Platforms Development, Consulting, and Strategy. SHAPE DACH GmbH operates within the dynamic digital transformation and product innovation sector, creating bespoke digital solutions for clients.

Company Size: As part of the MYTY Group, SHAPE DACH GmbH benefits from the resources and stability of a larger entity while maintaining agility. The specific size of SHAPE DACH GmbH is not detailed, but its "Remote-first" approach and focus on strategic leadership roles suggest a lean, highly skilled team.

Founded: SHAPE DACH GmbH is a part of the MYTY Group, which is a significant player in the digital services landscape. The founding of SHAPE DACH GmbH itself is not specified, but its positioning within the MYTY Group implies a commitment to innovation and sustainable growth in the digital product ecosystem.

Team Structure:

• Strategic Leadership: The role reports directly to the Chief Strategy Officer (CSO) and works closely with the Chief Operating Officer (COO), indicating a high-level strategic focus within the organization's leadership team.

• Cross-Functional Collaboration: Close collaboration is expected with account management, delivery teams, and potentially product development units to ensure successful deal execution and client satisfaction.

• Agile & Remote-First: The company culture emphasizes flexibility, trust, and autonomy, operating under a "Remote-first" model with a strong emphasis on quality and expertise.

Methodology:

• Strategic Deal Architecture: Focus on building deals that are not only commercially viable but also strategically aligned with client objectives and technological advancements.

• Data-Driven Decision Making: Implied through the need for business case development, profitability analysis, and risk assessment.

• Client-Centric Co-Creation: Utilizing workshop leadership and facilitation to engage clients collaboratively in solution design and decision-making processes.

• Innovation Integration: Actively incorporating technological innovations, such as AI use cases, into product strategies and deal structures.

Company Website: https://shape.agency/

📝 Enhancement Note: The integration into the MYTY Group suggests SHAPE DACH GmbH operates with robust backing and potentially a wide network of expertise, while its "Remote-first" and "talent network" approach indicates a modern, flexible operational model focused on attracting top-tier talent.

📈 Career & Growth Analysis

Operations Career Level: This position is at a "Senior Lead" level, indicating a significant step beyond individual contributor roles. It involves strategic decision-making, leadership in deal structuring and product strategy, and direct influence on the company's commercial success. The role requires managing complex processes and influencing senior stakeholders, including the CSO and COO.

Reporting Structure: The role reports directly to the Chief Strategy Officer (CSO), placing it at a high level within the organizational hierarchy. Close collaboration with the Chief Operating Officer (COO) is also a key aspect of the reporting and working relationship.

Operations Impact: The Senior Lead plays a pivotal role in SHAPE's revenue generation and profitability. By architecting successful deals and ensuring the commercial viability of projects, this role directly impacts the company's financial performance and growth trajectory. The strategic development of product offerings and client solutions also contributes significantly to SHAPE's market position and innovation capabilities.

Growth Opportunities:

• Strategic Leadership Advancement: Potential to grow into executive-level roles within Strategy, Product Management, or Commercial Operations, potentially leading larger teams or broader strategic initiatives within SHAPE or the MYTY Group.

• Specialization & Expertise Development: Deepen expertise in specific areas such as AI-driven product strategy, value-based pricing models, or complex digital transformation deal structuring.

• Mentorship & Team Building: Opportunity to mentor junior team members, shape operational processes, and contribute to building a high-performing deal and product strategy function.

• Broader MYTY Group Exposure: Leverage the role's influence to engage with diverse projects and teams across the MYTY Group, expanding professional network and experience.

📝 Enhancement Note: The direct reporting line to the CSO and collaboration with the COO signify a high-impact role. Growth opportunities are likely tied to expanding strategic influence, leading larger commercial initiatives, and potentially moving into executive management positions within the organization or its parent group.

🌐 Work Environment

Office Type: The company operates under a "Remote-first" model, which implies a primary focus on remote work. However, the mention of a "Hamburg/Remote-Mix ideal" suggests that while remote work is the default, there might be opportunities or expectations for occasional in-person collaboration, workshops, or team events in Hamburg.

Office Location(s): The primary location mentioned is Hamburg, Germany. This serves as a hub for potential in-person interactions, but the "Remote-first" policy allows for flexibility in where team members are based within Germany, provided they can connect effectively.

Workspace Context:

• Autonomy & Flexibility: The "Remote-first" approach grants significant autonomy in structuring one's work schedule and environment, promoting a healthy work-life balance and self-management.

• Technology & Tools: Access to "Top Equipment" ensures a well-equipped remote workspace. Collaboration tools and internal communication platforms will be essential for seamless interaction.

• Expert Collaboration: Despite the remote nature, the emphasis on an "expert network" and quality suggests a culture that encourages proactive communication, knowledge sharing, and collaborative problem-solving through digital channels.

Work Schedule: The work schedule is characterized by flexibility, driven by the "Remote-first" policy and the focus on output rather than strict hours. While a full-time commitment (approximately 40 hours per week) is expected, individuals are empowered to manage their time to best suit project demands, personal productivity peaks, and collaborative needs.

📝 Enhancement Note: The "Remote-first" policy with a "Hamburg/Remote-Mix ideal" suggests a modern, flexible work environment that prioritizes results and employee autonomy, while still offering a physical anchor and potential for in-person collaboration in Hamburg.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A review of your application, focusing on your CV and any submitted portfolio materials, to assess alignment with the required experience and skills for deal architecture and product strategy.

• Hiring Manager/CSO Interview: An in-depth discussion with the Chief Strategy Officer to evaluate your strategic thinking, deal structuring expertise, commercial acumen, and understanding of product innovation. This stage will likely explore your approach to business case development and risk management.

• Cross-Functional Interview (e.g., with COO): An interview with the Chief Operating Officer or other key stakeholders to assess your operational understanding, ability to collaborate across departments, and your approach to ensuring project profitability and efficient execution.

• Case Study/Presentation: You may be asked to prepare and present a case study based on a hypothetical or past deal, demonstrating your ability to architect a solution, develop a business case, and present it compellingly.

• Final Interview/Offer: A final discussion to clarify any remaining questions and extend an offer.

Portfolio Review Tips:

• Quantify Impact: For each case study, clearly articulate the measurable business impact of your contributions. Use metrics such as revenue generated, profit margins improved, cost savings achieved, or client satisfaction scores.

• Showcase Strategic Thinking: Highlight not just the "what" but the "why" behind your decisions. Explain the strategic rationale for your deal structures, pricing models, and product recommendations.

• Demonstrate Process Mastery: Illustrate your structured approach to deal architecture, business case development, and risk management. Use diagrams or flowcharts where appropriate to visualize processes.

• Tailor to SHAPE: Research SHAPE DACH GmbH's work, clients, and industry. Frame your portfolio examples to align with their focus on digital products, platforms, and innovative solutions, particularly mentioning AI where relevant.

• Prepare for Presentation: Be ready to walk through your portfolio items verbally, explaining your role, the challenges, your approach, and the outcomes. Practice articulating complex concepts concisely.

Challenge Preparation:

• Deal Structuring Challenge: Be prepared for a scenario where you need to architect a deal for a hypothetical client, defining scope, pricing, and key risks. Focus on balancing innovation with profitability.

• Business Case Presentation: Practice presenting a business case, ensuring it is logical, data-supported, and persuasive. Be ready to defend your assumptions and projections.

• Strategic Workshop Simulation: You might be asked to outline how you would run a workshop to define product strategy or resolve a client challenge, demonstrating your facilitation and C-level engagement skills.

📝 Enhancement Note: The interview process is likely to be rigorous, focusing on strategic and commercial capabilities. A strong portfolio showcasing successful deal structuring, business case development, and strategic thinking is essential, along with the ability to present these effectively.

🛠 Tools & Technology Stack

Primary Tools:

• CRM Systems: Proficiency in CRM platforms like Salesforce, HubSpot, or similar, for managing client interactions, deal pipelines, and sales forecasting.

• Business Intelligence & Analytics Tools: Experience with tools such as Tableau, Power BI, QlikView, or Google Analytics for data analysis, performance tracking, and generating insights for business cases.

• Project Management Software: Familiarity with tools like Jira, Asana, Trello, or Monday.com to understand project lifecycles, scope management, and collaboration with delivery teams.

• Collaboration & Communication Platforms: Expertise in tools like Slack, Microsoft Teams, Zoom, and Google Workspace for effective remote collaboration, communication, and virtual workshop facilitation.

Analytics & Reporting:

• Financial Modeling Software: Proficiency in Microsoft Excel or Google Sheets for complex financial modeling, pricing analysis, and business case development.

• Reporting Dashboards: Ability to create and interpret dashboards to track key performance indicators (KPIs) related to deal profitability, project margins, and client engagement success.

CRM & Automation:

• Sales Enablement Tools: Familiarity with tools that support the sales process, such as proposal generation software or sales intelligence platforms.

• Process Automation Concepts: Understanding of how automation can streamline deal processes, from lead qualification to contract generation, even if not directly implementing it.

📝 Enhancement Note: While specific tools are not listed, the role requires a strong foundation in business analytics, financial modeling, and CRM systems. Proficiency in data visualization and presentation tools is also critical for developing and communicating compelling business cases and strategies.

👥 Team Culture & Values

Operations Values:

• Strategic Excellence: A commitment to building and delivering strategically sound, innovative, and commercially viable solutions that drive client success and company profitability.

• Data-Driven Approach: Decisions are informed by rigorous analysis and a deep understanding of business metrics, financial models, and market trends.

• Collaborative Innovation: Fostering an environment where diverse perspectives are valued, and cross-functional teams work together to develop groundbreaking digital products and strategies.

• Client Focus & Partnership: Building strong, trust-based relationships with clients, acting as a strategic partner to help them achieve their business objectives.

• Quality & Profitability: A balance between delivering exceptional quality in digital products and ensuring the financial health and profitability of every engagement.

Collaboration Style:

• Remote-First & Autonomous: Encouraging individual initiative and self-management within a flexible, remote working structure.

• C-Level Engagement: A proactive and confident approach to interacting with and influencing senior stakeholders, both internally and externally.

• Cross-Functional Synergy: Emphasis on breaking down silos and fostering seamless collaboration between strategy, sales, operations, and product development teams.

• Open Communication & Feedback: A culture that values transparent communication and constructive feedback to drive continuous improvement in processes and outcomes.

📝 Enhancement Note: The company culture appears to value strategic thinking, data-informed decision-making, and high-quality delivery, all within a flexible, remote-first environment. The emphasis on C-level engagement and cross-functional collaboration is key to success in this role.

⚡ Challenges & Growth Opportunities

Challenges:

• Balancing Innovation and Profitability: The core challenge will be to architect deals that are technologically innovative (e.g., incorporating AI) while remaining commercially sound and profitable, requiring careful scope definition and pricing.

• Navigating Complex Client Requirements: Translating diverse and sometimes ambiguous client needs into clear, actionable strategies and project scopes will demand strong analytical and communication skills.

• Managing Stakeholder Expectations: Effectively aligning the expectations of internal teams (CSO, COO, Delivery) and external clients at the C-level requires sophisticated negotiation and communication abilities.

• Adapting to Evolving Technologies: Staying abreast of rapid advancements in digital technologies, particularly AI, and integrating them effectively into product strategies and deal structures.

• Remote Collaboration Effectiveness: Ensuring seamless communication and collaboration within a remote-first environment, particularly during critical deal-making phases.

Learning & Development Opportunities:

• Strategic Deal Mastery: Deepen expertise in advanced deal structuring, complex commercial negotiations, and value-based pricing strategies.

• Product Strategy & Innovation: Gain hands-on experience in shaping product roadmaps, identifying market opportunities, and leveraging emerging technologies like AI for competitive advantage.

• Executive Leadership Exposure: Develop leadership skills through direct interaction with C-suite executives and by contributing to high-level strategic discussions.

• Cross-Industry Insight: Work with a diverse client base, gaining exposure to various industries and business models, thereby broadening strategic perspective.

• Process Optimization Leadership: Lead initiatives to refine and optimize SHAPE's deal architecture and product strategy processes, driving efficiency and effectiveness.

📝 Enhancement Note: The primary challenges revolve around the inherent complexity of balancing innovation with commercial realities, managing diverse stakeholder needs, and adapting to a fast-paced technological landscape. Growth opportunities are substantial, focusing on strategic leadership, specialized expertise, and process improvement.

💡 Interview Preparation

Strategy Questions:

• "Describe a complex deal you architected. What were the key challenges, how did you structure the commercial terms, and what was the outcome?" (Focus on your process, risk mitigation, and financial modeling.)

• "How do you approach developing a business case for a new digital product, especially one involving emerging technologies like AI?" (Highlight your analytical framework, data sources, and ROI justification.)

• "Imagine a client wants a cutting-edge AI solution but has a limited budget. How would you approach this situation to ensure both client satisfaction and project profitability?" (Demonstrate your ability to balance innovation, scope, and commercial viability.)

Company & Culture Questions:

• "What interests you about SHAPE DACH GmbH and this specific 'Senior Lead - Deal & Product Strategy' role?" (Research SHAPE's work, MYTY Group, and tailor your response to their focus on digital products and innovation.)

• "How do you see yourself contributing to a 'Remote-first' culture while collaborating closely with senior leadership?" (Emphasize your communication, self-management, and proactive collaboration skills.)

Portfolio Presentation Strategy:

• Start with the 'Why': Begin each portfolio example by clearly stating the client's business challenge and your strategic objective for the deal.

• Detail Your Process: Explain your methodology for discovery, analysis, solution design, commercial modeling, and risk assessment. Use visual aids if possible.

• Quantify Results: Present concrete metrics that demonstrate the success of your contributions – e.g., revenue growth, margin improvement, cost savings, deal closure rate.

• Highlight Collaboration: Mention key internal and external stakeholders you worked with and how you managed those relationships.

• Conclude with Impact: Summarize the overall business impact of your work and explain what you learned from the experience.

📝 Enhancement Note: Interview preparation should focus on articulating a structured approach to deal architecture, business case development, and stakeholder management. Be ready to provide concrete examples from your experience, quantifying the impact of your work and demonstrating strategic, analytical, and commercial acumen.

📌 Application Steps

To apply for this operations position:

• Submit your application through the provided link on join.com.

• Curate Your Portfolio: Select 2-3 key case studies that best demonstrate your experience in deal architecture, commercial design, business case development, and strategic product thinking. Ensure these examples highlight quantifiable results and your problem-solving approach.

• Optimize Your Resume: Tailor your resume to emphasize senior-level experience in strategy, commercial roles, or product development. Use keywords from the job description such as "deal architecture," "product strategy," "business case development," "pricing strategy," and "stakeholder management." Quantify achievements wherever possible.

• Prepare Your Presentation: Practice walking through your selected portfolio items. Be ready to articulate your role, the challenge, your strategic approach, the commercial model, and the ultimate business impact in a clear and concise manner.

• Research SHAPE DACH GmbH: Understand their services, client portfolio, and their positioning within the MYTY Group. Familiarize yourself with their "Remote-first" culture and their focus on innovation, particularly regarding AI.

⚠️ 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.