Deal Strategy

Baseten; United States; Remote; USD 180,000 - 280,000; Full time

Job summary

Baseten seeks a senior Deal Strategy & Pricing Leader to own the commercial structuring and economics of top customer engagements. You will partner with Sales, Finance and Legal to craft win-ready deals, discounts, terms, and contractual commitments while maintaining risk discipline in a fast-growing AI platform company.

You will build playbooks, use data-driven insights, and scale the deal process across a rapidly expanding customer base, helping Baseten reach new levels of revenue velocity and

Qualifications

• Experience in deal structuring and pricing for high-growth tech companies.
• Ability to analyze margins, discounts, and contract terms.
• Proven track record negotiating complex enterprise deals.
• Strong commercial judgment and stakeholder management.

Responsibilities

• Deal Structuring: structure deals meeting customer needs and Baseten's interests.
• Customer Negotiations: engage with senior finance and procurement stakeholders.
• Financial Analysis: assess profitability, margins, and discount impact.
• Deal Review and Approvals: manage exceptions and escalation pathways.
• Cross-Functional Execution: align Legal, Revenue Accounting, RevOps, Billing.
• Pricing Insights: monitor discounting, win rates, and outcomes to shape policy.
• Process and Systems: create scalable playbooks and workflows, leveraging AI.

Skills

Deal strategy

Pricing

Strategic finance

Revenue operations

Enterprise deals

Job description

ABOUT BASETEN

Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma, and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $1.5B Series F, led by Altimeter Capital, Conviction Partners, and Spark Capital. Join us and help build the platform engineers turn to ship AI products.

THE ROLE

You will own the commercial structuring and economics of Baseten's highest-priority customer deals end to end. You will play a critical role in scaling our revenue by serving as a trusted partner to Sales, Finance, and Legal on complex and non-standard deals. You'll help our products reach customers quickly while maintaining the financial discipline and risk management that a fast-scaling AI company requires. This role is ideal for someone who has excellent commercial judgment, is highly analytical, and wants to build the deal strategy function from the ground up at a hypergrowth company. You'll help define how the world's leading AI companies buy inference and directly impact our most strategic customer relationships.

THE RESPONSIBILITIES

• Deal Structuring: Partner with Sales to structure deals that meet customer needs while protecting Baseten's financial and strategic interests, spanning pricing, discounts, commitments, and contract terms.


• Customer Negotiations: Join customer conversations and represent Baseten with senior finance and procurement stakeholders, bringing pricing and commercial depth so the account team can stay focused on the relationship.


• Financial Analysis: Conduct deal profitability, margin, and discount impact analysis, and translate the results into clear, data-driven recommendations for leadership.


• Deal Review and Approvals: Review enterprise deals that fall outside standard parameters, and own the approval thresholds and escalation paths that keep decisions moving quickly.


• Cross-Functional Execution: Partner with Legal, Revenue Accounting, RevOps, and Billing to ensure every deal is contracted, booked, and billed accurately.


• Pricing Insights: Track discounting, win rates, and deal outcomes across the book, and use those insights to shape pricing, packaging, and commercial policy.


• Process and Systems: Build the playbooks, guidelines, and workflows that let our deal process scale with the business. Use AI and automation extensively to keep the function fast and lean as deal volume grows.

THE REQUIREMENTS

• 8+ years of experience in deal strategy, pricing, strategic finance, investing, and/or revenue operations at a high-growth technology company


• Proven track record of structuring and negotiating complex enterprise deals, especially in a consumption-based environment


• Strong commercial judgment, with the presence to negotiate directly with customers and represent Baseten externally


• Excellent s