Enterprise Deal Desk & Pricing Strategist

fal; San Francisco (CA); On-site; USD 125,000 - 170,000; Full time

Benefits offered by this job

Flexible work options

Job summary

fal is hiring for a Deal Desk & Pricing Operations role to scale how we structure, review, and execute complex enterprise deals. You will partner with Sales and collaborate with Finance and Legal to move proposals from quote to close, addressing pricing, discounts, and non-standard terms.

This hands-on position requires analytical thinking, commercial mindset, and the ability to operate in a fast-moving environment while building scalable processes and guardrails for faster deal velocity.

Qualifications

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

Responsibilities

• 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.

Skills

Deal Desk experience

Sales Operations

Pricing operations

Data analysis

Communication skills

Tools

CPQ

CLM

Job description

fal is hiring for a Deal Desk & Pricing Operations role to scale how we structure, review, and execute complex enterprise deals. You will partner with Sales and collaborate with Finance and Legal to move proposals from quote to close, addressing pricing, discounts, and non-standard terms.

This hands-on position requires analytical thinking, commercial mindset, and the ability to operate in a fast-moving environment while building scalable processes and guardrails for faster deal velocity.