---
name: approving-pricing-exceptions
description: Determines whether a proposed sales discount is within the AE's authority, and routes exceptions through the correct approval path. Use when an AE drafts a discount, when a customer requests pricing concessions, or when reviewing a deal that exceeds standard discount tiers. Cites comparable approved deals and known anti-patterns.
---

Approving Pricing Exceptions

This skill encodes Northwind's discount matrix and the lessons from the past year of approved/rejected exceptions.

When to use this skill

• An AE is drafting a deal with a discount.
• A prospect is asking for pricing concessions.
• A renewal includes a discount ask.

Step-by-step

Pricing Decision Progress:
- [ ] Step 1: Identify seat count and contract length
- [ ] Step 2: Compute the AE-authorized maximum (ladder + multi-year boost)
- [ ] Step 3: If proposed discount ≤ max: AE can approve; document and proceed
- [ ] Step 4: If above max: gather displacement / strategic justification
- [ ] Step 5: Submit exception via Salesforce DISC-EXC; ping #sales-ops
- [ ] Step 6: Wait for VP Revenue (Maya) decision before committing in writing

Standard discount ladder (AE authority)

Multi-year boost (additive)

• 2-year prepay: +5%
• 3-year prepay: +8%

These stack on the seat-tier discount above. Example: 100 seats with 2-year prepay = 25% + 5% = 30% AE-authorized max.

Hard floor

40% off list is the floor. No deal goes below 40% without CFO sign-off — it breaks the blended ARR model and shows up in the board deck.

Comparable deals (use as reference)

When you need an exception

If the proposed discount exceeds AE authority:

1. Document the strategic justification: displacement, internal memo, expansion potential, or competitive context.
2. Submit Salesforce DISC-EXC with: ARR, seat count, term, requested discount, justification, comparable deals.
3. Post in #sales-ops with @here, tag @Maya.
4. Maya responds with approve/reject + reasoning by EOD.

Anti-patterns (do not do)

• Verbal commitment before Salesforce approval. Always route through DISC-EXC first.
• Stacking discount + free seats above tier. Pick one. Free seats above standard tier require separate approval.
• Discount-by-renewal. A one-time exception should not become a renewal floor — renegotiate explicitly each cycle.

Examples

Example 1: 35% / 150 seats / 2-year prepay

• AE max at 150 seats + 2-year = 25% + 5% = 30%. Above authority at 35%.
• Path: file DISC-EXC, justify with displacement + champion memo, ping Maya.
• Reference: TechCorp Mar 2026 — exact same parameters, approved.

Example 2: 22% / 60 seats / 1-year

• AE max at 60 seats + 1-year = 15% + 0% = 15%. Above authority at 22%.
• Path: file DISC-EXC. Justification: standard expansion likely insufficient — Maya may push back.

Example 3: 28% / 80 seats / 3-year prepay

• AE max at 80 seats + 3-year = 15% + 8% = 23%. Slightly above authority at 28%.
• Path: file DISC-EXC. Reference: Lumen Labs (Jan 2026) — same parameters, was the COUNTER offer to a 38% ask. Likely approved.

Sources

• Sales Discount & Pricing Exception Matrix — Notion (Maya Okafor, last updated 2026-04-14)
• #sales-ops threads — Slack (TechCorp Mar 2026, Lumen Jan 2026, Pied Piper Apr 2026)