Deal Desk Leader: Enterprise AI Pricing & Deals

Fireworks AI; New York (NY); On-site; USD 130,000 - 180,000; Full time

Job summary

Fireworks AI is seeking a Deal Desk Manager to serve as the commercial backbone of our go-to-market motion, owning deal structuring, pricing guidance, quoting, and the end-to-end approval process.

You will partner with Sales, Finance, Legal, Revenue Operations and Product to shape consumption-based and multi-year agreements, build scalable deal desk playbooks, and drive faster, cleaner closes in a hypergrowth AI environment.

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.
• Comfortable being both the architect and operator
• Solid financial modeling and analytical skills, with the ability to assess deal profitability, margin, and discount impact.
• Excellent cross-functional communication and stakeholder management — you can influence without authority and keep Sales, Finance, and Legal aligned under deadline pressure.
• Detail-oriented and process-driven, with strong instincts for building structure where none exists.
• Proficiency with CRM (Salesforce) and CPQ tooling; comfort learning modern GTM/quote-to-order systems.
• Bachelor's degree, or equivalent practical experience.

Responsibilities

• Run deal desk: Manage the day-to-day operations of deal desk. Review and analyze deals that fall outside standard parameters (pricing, discounting, contract terms), manage the approval workflow, enforce approval thresholds, and drive fast, clear escalations to Finance leadership, Legal, and executive stakeholders.
• Structure and optimize deals: Partner with Sales to structure complex, non-standard, and strategic deals — including consumption commitments, multi-year contracts, custom pricing, and enterprise terms. Be the go-to partner for account executives and sales managers for deal advisory, structuring deals that meet customer needs but protect Fireworks' margins
• Serve as pricing & policy subject matter expert: Set discounting frameworks and commercial policies. Partner closely with Product, Engineering, and Sales to propose new pricing models, SKUs, and packaging motions based on deal desk insights.
• Build the function: Partner with Revenue Operations team to design a scalable deal desk system. Establish the playbooks, pricing guidelines, approval workflows, and exception-handling procedures.
• Quarterback cross-functionally: Act as the connective tissue between Sales, Finance, Legal, Revenue Accounting, and Order Management — coordinating deal evaluation, negotiation support, and clean handoff from quote to bookable order.
• Analyze deal economics: Model deal profitability, discount impact, and margin implications for consumption- and subscription-based structures to inform smart, data-driven deal decisions.
• Validate bookings: Ensure deals are structured, quoted, and documented for clean booking and accurate revenue recognition, partnering closely with Revenue Accounting.
• Report on what matters: Track and report on key metrics — deal cycle time, approval turnaround, deal quality/hygiene, discount and margin performance, and booking accuracy — and use them to continuously improve deal velocity.

Skills

Deal Desk

Pricing Strategy

Financial Modeling

CRM (Salesforce)

CPQ tooling

Cross-functional collaboration

Stakeholder Management

Education

Bachelor's degree or equivalent

Tools

Salesforce

Nue.io CPQ

Job description

Fireworks AI is seeking a Deal Desk Manager to serve as the commercial backbone of our go-to-market motion, owning deal structuring, pricing guidance, quoting, and the end-to-end approval process.

You will partner with Sales, Finance, Legal, Revenue Operations and Product to shape consumption-based and multi-year agreements, build scalable deal desk playbooks, and drive faster, cleaner closes in a hypergrowth AI environment.