Deal Desk Manager

Fastly; San Francisco (CA); On-site; USD 133,200 - 159,840; Full time

Benefits offered by this job

Medical, dental, vision insurance

401(k) with company match

Employee Stock Purchase Program

12 paid local holidays

Job summary

Fastly is seeking a highly motivated Deal Desk Manager to lead end-to-end execution of complex, strategic deals. The role focuses on revenue growth, deal approvals, and collaboration across Sales, Finance, Legal, and Product teams.

The ideal candidate has a strong Deal Desk background with knowledge of CDN and/or Security products, consumption-based pricing, and excellent analytical skills, enabling effective guidance on negotiation strategies.

Qualifications

• Bachelor's degree or commensurate work experience.
• 5+ years experience as a Deal Desk Manager.
• Strong analytical skills and attention to detail.
• Excellent communication and interpersonal skills.
• Proficiency in Salesforce and Salesforce CPQ, Google Suite, and Microsoft Excel.
• Experience with non-standard deal structuring, contract terms, and negotiation strategies.

Responsibilities

• Partner with Sales, Finance, Legal, and Product teams to structure deals that maximize revenue and customer satisfaction.
• Review, analyze, and approve non-standard deals, providing guidance on deal structuring, contract terms, and negotiation strategies.
• Ensure a smooth and efficient deal approval process.
• Monitor and analyze deal performance metrics, identifying trends, risks, and opportunities to optimize Deal Desk processes and policies.
• Maintain a comprehensive understanding of the company's product offerings, pricing models, and competitive landscape.
• Partner with the Deal Desk leader to implement Deal Desk policies, procedures, and tools to drive efficiency and effectiveness.
• Ensure compliance with company guidelines, policies, and revenue recognition rules.

Skills

Deal structuring

Analytical skills

Communication

Cross-functional collaboration

Negotiation strategies

Education

Bachelor's degree

Tools

Salesforce

Salesforce CPQ

Google Suite

Microsoft Excel

Job description

Fastly helps people stay better connected with the things they love. Fastly's edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers' applications as close to their end-users as possible - at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly's customers include many of the world's most prominent companies, including GitHub, Yelp, Paramount, and JetBlue. We're building a more trustworthy Internet. Come join us.

Deal Desk Manager

Fastly is seeking a highly motivated and experienced Deal Desk Manager to manage the end-to-end execution of our most complex and strategic deals. In this role, you will be responsible for the day-to-day operations of our Deal Desk, focusing on driving revenue growth and ensuring a smooth deal approval process. The ideal candidate will have a strong Deal Desk background with knowledge of CDN and/or Security products, consumption-based models, excellent analytical skills, and the ability to collaborate with cross-functional teams.

What You'll Do

• Partner with Sales, Finance, Legal, and Product teams to structure deals that maximize revenue and customer satisfaction.
• Review, analyze, and approve non-standard deals, providing guidance on deal structuring, contract terms, and negotiation strategies.
• Ensure a smooth and efficient deal approval process.
• Monitor and analyze deal performance metrics, identifying trends, risks, and opportunities to optimize Deal Desk processes and policies.
• Maintain a comprehensive understanding of the company's product offerings, pricing models, and competitive landscape.
• Partner with the Deal Desk leader to implement Deal Desk policies, procedures, and tools to drive efficiency and effectiveness.
• Ensure compliance with company guidelines, policies, and revenue recognition rules.

What We're Looking For

• Bachelor's degree, preferably in Business Administration, Economics, Accounting, Finance, or related field OR commensurate work experience
• 5+ years experience as a Deal Desk Manager
• Strong analytical skills and attention to detail.
• Excellent communication and interpersonal skills.
• Proficiency in Salesforce and Salesforce CPQ, Google Suite, and Microsoft Excel.
• Strong experience with non-standard deal structuring, contract terms, and negotiation strategies.
• Ability to collaborate effectively with cross-functional teams.
• Experience in process improvement and policy development.
• Strong problem-solving and decision-making skills.
• Experience in the CDN or security industry.
• Knowledge of SaaS business models and consumption-based pricing.

Work Hours

This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements

This position has one opening and can be hired in the following preferred office locations: San Francisco Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. SF / LA

Fair Chance Ordinance Statement

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary

The estimated salary range for this position is $133,200.00 - $159,840.00. Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role may be eligible to participate in Fastly's equity and discretionary bonus programs.

Benefits

• We care about you.
• Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too.
• Curious about our offerings?
• We offer a comprehensive benefits package including medical, dental, and vision insurance.
• Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees.
• We also offer 401(k) (including company match) and an Employee Stock Purchase Program.
• For 2026, we offer 12 paid local holidays, 12 paid company wellness days.

Why Fastly?

We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand. We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful - every day. We are passionate. Fastly is chock full of passionate people and we're not 'one size fits all'. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about. We're always looking for humble, sharp, and creative folks to join the Fastly team.

Equal Employment Opportunity

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment.

Our employment decisions are based on business needs, job requirements and individual qualifications.

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities.

If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at [e-mail] or 501-287-4901.

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Please see our privacy notice for job applicants.