Deal Desk Lead: AI Pricing & Strategy

Fireworks AI; San Mateo (CA); On-site; USD 120,000 - 190,000; Full time

Job summary

Fireworks AI in California is hiring a Deal Desk Manager to own deal structuring, pricing guidance, quoting, and the end-to-end approval process. You’ll partner across Sales, Finance, Legal, and Revenue Operations to close high‑value, non‑standard deals.

This foundational role requires 7+ years in revenue operations or sales analytics, strong financial modeling, and experience with CPQ/CRM tools. You’ll design scalable deal desk processes, set discount frameworks, and protect margins while

Qualifications

• 7+ years in Revenue/Sales Operations, Sales Strategy, Finance, or related analytical role at a high-growth technology company, with 3+ years specifically in Deal Desk.
• Hands-on experience structuring complex packaging quotes, including non-standard terms and custom pricing.
• Strong understanding of consumption-based / usage-based pricing as well as subscription models — and how to structure commits, tiers, and multi-year agreements around them.
• Excellent cross-functional communication and stakeholder management — influence without authority and align Sales, Finance, and Legal under deadlines.

Responsibilities

• Run deal desk: manage day-to-day operations, review deals outside standard parameters, manage approval workflow, enforce thresholds, and escalate as needed.
• Structure and optimize deals with Sales for non-standard, multi-year, and consumption-based arrangements, protecting Fireworks’ margins.
• Serve as pricing & policy SME: set discounting frameworks, propose new pricing models, and align with Product/Engineering on packaging motions.
• Build scalable deal desk: design playbooks, pricing guidelines, approval workflows, and exception procedures.
• Coordinate cross-functionally: connect Sales, Finance, Legal, Revenue Accounting, and Order Management for smooth quote-to-order handoffs.
• Analyze deal economics: model profitability, discount impact, and margins for consumption and subscription structures.
• Validate bookings: ensure proper structuring, quoting, and revenue recognition with Revenue Accounting.
• Report on metrics: deal cycle time, approvals, hygiene, discount/margin, and booking accuracy to improve velocity.

Skills

Deal desk

Pricing strategy

Financial modeling

Cross-functional collaboration

CRM tooling

Salesforce/CPQ

Contract terms

Education

Bachelor's degree

Tools

Salesforce

CPQ tooling

Nue.io

Job description

Fireworks AI in California is hiring a Deal Desk Manager to own deal structuring, pricing guidance, quoting, and the end-to-end approval process. You’ll partner across Sales, Finance, Legal, and Revenue Operations to close high‑value, non‑standard deals.

This foundational role requires 7+ years in revenue operations or sales analytics, strong financial modeling, and experience with CPQ/CRM tools. You’ll design scalable deal desk processes, set discount frameworks, and protect margins while