Deal Desk & Pricing Operations

fal - Features & Labels; San Francisco (CA); On-site; USD 110,000 - 170,000; Full time

Job summary

fal is building the infrastructure that powers the next generation of generative media. As our enterprise business grows, we’re seeking a Deal Desk & Pricing Operations professional to help structure, review, and execute customer deals from proposal to close.

You’ll collaborate with Sales, Finance, Legal, and leadership to define pricing, discounts, commitments, and non-standard terms. This hands-on, fast-moving role requires analytical thinking and the ability to build scalable processes that

Qualifications

• 2–5 years of experience in Deal Desk, Sales Operations, Commercial Operations, or related roles.
• Experience supporting enterprise sales teams with non-standard deals.
• Strong understanding of deal structures, discounts, terms, approvals, and quote-to-close.

Responsibilities

• Partner with Sales to structure and execute enterprise and strategic deals.
• Be the primary contact for pricing, discounts, commitments, payment structures, and non-standard terms.
• Review proposed deals, identify issues, and coordinate approvals across stakeholders.
• Help Sales evaluate deal structures and develop proposals within commercial guidelines.
• Build and maintain deal desk processes, pricing guidelines, templates, and resources.

Skills

Deal Desk

Sales Operations

Pricing Operations

Commercial Operations

Data analysis

Tools

CPQ

CLM

SQL

Job description

fal is the generative media ecosystem powering the next generation of AI products. We build the infrastructure, tools, and model access that teams need to move from idea to production, and do it at scale without compromise. For developers and enterprises, fal is the foundation that makes generative media not just possible, but practical: a unified platform where high-performance inference, orchestration, and observability come together to unlock new categories of AI-native products.

As generative media reshapes industries across a market projected to grow by hundreds of billions over the next decade, fal is becoming the ecosystem that ambitious teams build on.

About the Role

fal is building the infrastructure that powers the next generation of generative media. As our enterprise business grows, we’re looking for a Deal Desk & Pricing Operations to help us scale how we structure, review, and execute customer deals.

You’ll work closely with Sales and partner across Finance, Legal, and other teams to help move deals from proposal to close. You’ll be the go-to person for questions around deal structure, pricing, discounts, customer commitments, and non-standard commercial terms.

This is a hands-on role for someone who is analytical, commercially minded, and comfortable operating in a fast-moving environment. You’ll help Sales navigate complex deals while building the processes, tools, and guardrails that allow us to move faster as we scale.

What You’ll Do

Deal Desk

• Partner directly with Sales on structuring and executing enterprise and strategic deals.

• Serve as the primary point of contact for deal-related questions, including pricing, discounts, customer commitments, payment structures, and other non-standard commercial terms.

• Review proposed deals, identify issues or exceptions, and coordinate the appropriate approvals across Sales, Finance, Legal, and other stakeholders.

• Help Sales evaluate different deal structures and develop proposals that meet customer needs while staying within fal's commercial guidelines.

• Manage deal approvals from initial request through final sign-off, keeping deals moving and proactively resolving blockers.

• Support negotiations by providing Sales with clear guidance on available commercial levers and tradeoffs.

• Build and maintain deal desk processes, approval frameworks, pricing guidelines, templates, and other resources for the sales organization.

• Create repeatable processes for common deal structures so that fewer deals require one-off review.

• Identify patterns in deal requests and exceptions and recommend changes to our policies or standard commercial structures.

• Help improve the end-to-end quote-to-close process as our enterprise business scales.

Pricing

• Maintain and improve pricing guidelines, discount frameworks, commitment tiers, and other pricing tools used by the sales team.

• Analyze historical deals, discounting, customer commitments, and usage to inform pricing decisions.

• Support broader pricing projects as fal's products and commercial models evolve.

What We're Looking For

• 2–5 years of experience in Deal Desk, Sales Operations, Commercial Operations, Pricing Operations, or a similar role supporting complex B2B deals.

• Experience working directly with enterprise sales teams and navigating non-standard deals.

• Strong understanding of deal structures, discounting, commercial terms, approvals, and the quote-to-close process.

• Strong analytical skills and comfort working with data.

• Strong attention to detail and an ability to manage multiple priorities.

• Excellent communication skills and the confidence to work directly with Sales, Finance, Legal, and leadership.

• Good commercial judgment: you understand when to follow the standard process and when a deal warrants an exception.

• A bias toward action and an ability to operate in an environment where processes are still being built.

Nice to Have

• Experience in a high-growth technology company.

• Experience with usage-based or consumption-based businesses.

• Experience with enterprise commitments, volume discounts, or custom consumption agreements.

• Experience with CPQ, CLM, or other deal management tools.

• SQL or other data analysis experience.

• Familiarity with AI, APIs, cloud infrastructure, or developer-focused products.

What Success Looks Like

You'll help fal answer questions like:

• How should we structure this deal?

• What discount or commitment structure should we offer?

• Does this request require an exception, and who needs to approve it?

• What commercial levers can Sales use to get this deal across the line?

• Have we done a similar deal before, and how did we structure it?

• How can we make this type of deal standard next time?

• Where are deals getting stuck, and how can we remove those bottlenecks?

Ultimately, you'll make it easier for our sales team to close complex deals quickly while helping fal build the commercial infrastructure needed to scale.

U.S. EQUAL EMPLOYMENT OPPORTUNITY INFORMATION:

fal provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other classification protected by applicable law.