A tailored course, built for your situation
Final call on deal structure and commercial terms without escalation
Make binding commercial decisions independently, with full confidence in compliance and margin thresholds
$199 one-time
24-hour access provisioning
30-day money-back guarantee
Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
The situation this course is for
Who this is for
Senior Account Executive operating at autonomy in a high-growth platform company, trusted to close complex deals with minimal oversight
Who this is not for
Entry-level reps who require approval on all discounts, or those in rigidly scripted sales environments without commercial flexibility
What you walk away with
- Own final decision on contract duration and renewal triggers
- Set pricing tiers and discount bands within approved margin floors
- Bundle add-ons and services without pre-clearing each configuration
- Adjust payment terms based on buyer profile and risk class
- Escalate only outlier cases , not standard commercial trade-offs
The 12 modules (with all 144 chapters)
Module 1. Defining deal architecture boundaries
Understand the exact thresholds within which you can act independently on pricing, term length, and bundling.
12 chapters in this module
- What qualifies as standard vs. outlier
- Margin floor by product line
- Contract length bands by region
- Renewal auto-trigger rules
- Discount caps per deal size
- Add-on stacking limits
- Payment term flexibility matrix
- Buyer risk classification tiers
- Credit hold indicators
- Geographic compliance constraints
- Currency conversion guardrails
- Internal stakeholder alignment triggers
Module 2. Pricing model command
Take ownership of pricing decisions across usage-based, subscription, and hybrid models.
12 chapters in this module
- Usage tier breakpoints
- Overage fee thresholds
- Commitment discounts
- Tier downgrades path
- Free trial conversion levers
- Seat-based vs. API-call pricing
- Minimum monthly commitments
- Volume ramp schedules
- Benchmarking against public pricing
- Price anchoring techniques
- Annual prepay incentives
- Penalty-free exit clauses
Module 3. Discount authority framework
Apply discounts confidently within structured bands that protect margin and escalation thresholds.
12 chapters in this module
- First-tier discount approval
- Multi-year commitment offsets
- Bundled service credit value
- Competitive response allowances
- Strategic account buffers
- Channel partner margin sync
- Non-monetary trade considerations
- Discount recapture timeline
- Promo code validity rules
- Seasonal adjustment windows
- Executive override documentation
- Post-close margin audit trail
Module 4. Contract term autonomy
Own the full cycle of term decisions , from initial offer to renewal path.
12 chapters in this module
- Standard term duration
- Auto-renewal notice period
- Early termination fees
- Pause and resume clauses
- Amendment process
- Index-based price adjustments
- Force majeure triggers
- Data residency requirements
- SLA credit schedules
- Uptime benchmarks
- Penalty-free exit path
- Renewal lock-in incentives
Module 5. Add-on bundling strategy
Design and approve bundled offerings that increase ACV without margin erosion.
12 chapters in this module
- Core + add-on compatibility rules
- Packaged service credits
- Training inclusion thresholds
- Implementation fee caps
- Third-party integration allowances
- Custom dev work limits
- White-glove service triggers
- Success planning inclusions
- Dedicated CSM access rules
- Onboarding sprint structure
- Adoption milestone rewards
- Expansion path mapping
Module 6. Payment term discretion
Set payment schedules based on buyer type, risk profile, and deal size.
12 chapters in this module
- Net 30 default rule
- Net 60 eligibility criteria
- Milestone-based billing
- Quarterly vs. annual billing
- Prepayment discounts
- Escrow holdbacks
- Revenue recognition alignment
- FX risk allocation
- Late payment penalties
- Grace period rules
- Collection process triggers
- Credit insurance requirements
Module 7. Buyer risk classification
Classify buyers accurately to apply appropriate commercial flexibility.
12 chapters in this module
- Public vs. private company rules
- Revenue size brackets
- Funding stage indicators
- Credit report thresholds
- Payment history flags
- Jurisdiction risk level
- Regulatory exposure index
- Data sensitivity classification
- Contract enforceability score
- Bank reference checks
- Third-party audit access
- Legal entity verification
Module 8. Commercial escalation protocol
Know exactly when and how to escalate , and when to hold the line.
12 chapters in this module
- Deal size threshold
- Margin below floor
- Custom legal clause requests
- Unbundled service asks
- Non-standard SLAs
- Data sovereignty demands
- Extended payment terms
- Multi-entity agreements
- Joint venture structures
- Third-party audit rights
- IP ownership clauses
- Liability cap overrides
Module 9. Margin floor navigation
Protect profitability while staying competitive in negotiation.
12 chapters in this module
- Gross margin by product
- COGS allocation model
- Operational cost benchmarks
- Support cost per tier
- Infrastructure cost triggers
- Scaling efficiency bands
- External vendor cost pass-through
- Internal resource load index
- OpEx recovery mechanisms
- Cross-sell margin offsets
- Renewal margin protection
- Downgrade margin floor
Module 10. Compliance guardrail mastery
Operate confidently within legal and policy boundaries without slowing down.
12 chapters in this module
- Data privacy compliance
- Export control checks
- Industry-specific restrictions
- Payment card rules
- Tax jurisdiction alignment
- VAT handling rules
- Subscription billing compliance
- Refund policy boundaries
- Auto-renewal consent
- Cancellation process rules
- Consumer protection laws
- Platform terms alignment
Module 11. Deal velocity optimization
Speed up close time by reducing review cycles and dependencies.
12 chapters in this module
- Standard term library access
- Pre-approved discount bands
- Template contract variants
- Automated risk scoring
- Buyer onboarding checklist
- Internal alignment triggers
- Stakeholder notification rules
- Legal review avoidance path
- Finance sign-off waiver
- Product team consult thresholds
- Security review automation
- Compliance self-certification
Module 12. Post-close command review
Ensure decisions hold up and inform future autonomy expansion.
12 chapters in this module
- Margin realization tracking
- Renewal readiness score
- Adoption milestone review
- Expansion opportunity log
- Escalation root cause
- Customer satisfaction index
- Internal stakeholder feedback
- Process bottleneck flags
- Autonomy boundary adjustments
- Deal debrief template
- Performance benchmarking
- Next-cycle authority expansion
How this maps to your situation
- Mid-market deal with bundled services
- Enterprise renewal with term extension
- Strategic partnership with custom pricing
- High-growth startup with limited credit history
Before vs. after
Before
Decisions on pricing, terms, and bundling require frequent managerial review, slowing down close cycles and limiting responsiveness.
After
You own the final call on commercial terms within defined guardrails, accelerating deals and increasing strategic impact without oversight drag.
What's included with your purchase
- 12 modules with 12 chapters each (144 chapters)
- Downloadable templates and worked examples for every module
- Hand-built implementation playbook delivered alongside course access
- 30-day money-back guarantee
Delivery and format
- Course and learning environment access provisioned within 24 hours of purchase
- Hand-built implementation playbook delivered alongside course access
Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.
Time investment: Approximately 3-4 hours per module, designed for just-in-time learning during active deal cycles.
How this compares to the alternatives
Most sales training focuses on pitch techniques or objection handling. This course is different , it builds decision authority in commercial architecture, where real leverage lives for senior AEs.
Frequently asked
Is this course specific to Shopify’s sales model?
No, it's built for platform-based B2B sales environments with structured guardrails, using patterns from leading tech companies.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will I get templates I can use immediately?
Yes , every module includes downloadable, customizable templates and real-world examples.
$199 one-time. Approximately 3-4 hours per module, designed for just-in-time learning during active deal cycles..
Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.
30-day money-back guarantee·
144 chapters·
Hand-built playbook included·
Account access within 24 hours