Discounting Authority Matrix

AUTHORITY LEVELS

Discount Authority by Role

DISCOUNT AUTHORITY MATRIX

AE / ACCOUNT EXECUTIVE:
Standard discount: Up to 5%
With annual prepay: Up to 10%
Multi-year required: No
Approval needed: None

SALES MANAGER:
Standard discount: Up to 15%
With annual prepay: Up to 20%
Multi-year required: For 15%+
Approval needed: Self-approve

SALES DIRECTOR:
Standard discount: Up to 20%
With strategic value: Up to 25%
Multi-year required: For 20%+
Approval needed: Self-approve

VP SALES / CRO:
Standard discount: Up to 30%
Strategic deals: Up to 40%
Multi-year required: For 25%+
Approval needed: CEO for 40%+

DEAL DESK:
Role: Validate, structure, approve
Required for: All 20%+ discounts
Turnaround: 24 hours

Authority Matrix

Role	0-5%	5-10%	10-15%	15-20%	20%+
AE	✓ Self	✓ Annual	Manager	Director	Deal Desk
Manager	✓ Self	✓ Self	✓ Self	Director	Deal Desk
Director	✓ Self	✓ Self	✓ Self	✓ Self	VP + Deal Desk
VP	✓ Self	✓ Self	✓ Self	✓ Self	✓ Self/CEO

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EXCEPTION PROCESS

Exception Request

DISCOUNT EXCEPTION REQUEST

DEAL INFORMATION:
Account: _______________
ACV: $_____
Requested discount: ____%
Reason: _______________

JUSTIFICATION:
☐ Competitive pressure (proof: ___)
☐ Strategic account (rationale: ___)
☐ Multi-year commitment (terms: ___)
☐ Reference potential (agreement: ___)
☐ Other: _______________

VALUE EXCHANGE:
What we get: _______________
Term commitment: _____ years
Payment terms: _______________

APPROVAL CHAIN:
☐ Manager: _______________
☐ Director: _______________
☐ Deal Desk: _______________
☐ VP (if required): _______________

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