Sales Discount & Pricing Exception Matrix

Standard discount ladder

• < 25 seats: No discount. List price only.
• 25–99 seats: Up to 15% AE-approved.
• 100–249 seats: Up to 25% AE-approved.
• 250+ seats: Up to 30% AE-approved; anything more requires VP Revenue.

Multi-year boost

Add +5% for 2-year prepay, +8% for 3-year prepay. Stacks on the seat-tier discount above.

Hard ceiling

40% off list is the floor. We do not go below that without CFO sign-off — it breaks our blended ARR model and gets flagged in the board deck.

Exception process

1. AE submits exception request in Salesforce (template "DISC-EXC").
2. RevOps validates against the matrix within 4 business hours.
3. If above AE authority, ping #sales-ops with @here, tag Maya.
4. Maya responds with approve/reject + reasoning by EOD.

Comparable deals (for reference)

• TechCorp (Mar 2026): 35% / 150 seats / 2-year prepay. Approved by Maya, justified by displacement of Zendesk.
• Acme Industries (Feb 2026): 32% / 200 seats / 1-year. Approved.
• Lumen Labs (Jan 2026): 38% / 80 seats / 3-year. Rejected — too aggressive at that seat count, came back at 28% and closed.

Anti-patterns we've gotten burned on

• Verbal discount commitments before exception approval. Always route through Salesforce first.
• Discounting AND adding free seats. Pick one. Free seats above standard tier require separate approval.