Head of Deal Desk

LeanScale, Inc.; San Mateo (CA); Presencial; USD 150 000 - 210 000; Tempo integral

Resumo da oferta

Fireworks AI in San Mateo, CA is hiring a Deal Desk Manager to orchestrate pricing, quotes, and approvals across Sales, Finance, Legal, and Revenue Ops. You will shape non-standard, multi-year deals and create scalable processes for a hyper-growth AI platform.

Bring 7+ years in revenue or sales operations, deep pricing knowledge, and strong financial modeling. You will work closely with Product, Engineering, and Sales to optimize commercial terms and protect margins while delivering rapid, clean

Qualificações

• 7+ years in Revenue/Sales Operations, Sales Strategy, Finance, or a related analytic role at a high-growth tech company
• Hands-on experience structuring complex packaging quotes
• Strong understanding of consumption-based and subscription-based pricing
• Comfortable being both the architect and operator
• Solid financial modeling and analytic skills
• Excellent cross-functional communication and stakeholder management
• Detail-oriented and process-driven with strong structuring instincts
• Proficiency with CRM (Salesforce) and CPQ tooling; willing to learn modern GTM systems
• Bachelor's degree or equivalent practical experience

Responsabilidades

• Run deal desk: manage day-to-day operations, review deals outside standard parameters, manage approvals, quick escalations.
• Structure and optimize deals: craft complex, non-standard, multi-year agreements and custom pricing.
• Serve as pricing policy SME: set discounting frameworks and partner on new pricing models.
• Build scalable deal desk: design playbooks, pricing guidelines, and exception-handling procedures.
• Coordinate cross-functionally: align Sales, Finance, Legal, Revenue Ops from quote to order.
• Model deal economics: assess profitability, discount impact, margin implications.
• Validate bookings: ensure structured quotes and revenue recognition with Revenue Accounting.
• Report on key metrics: deal cycle time, quality, margins, booking accuracy.

Conhecimentos

Deal Desk

Pricing & discounting

Financial modeling

Cross-functional collaboration

Communication

Process design

Analytical thinking

Formação académica

Bachelor's degree or equivalent

Ferramentas

Salesforce

CPQ tooling

Descrição da oferta de emprego

ABOUT US:

Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-­art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI.

ABOUT THE ROLE

As our Deal Desk Manager, you'll be the commercial backbone of our go-to-market motion — the trusted partner Sales turns to when structuring complex, high-value, and non-standard deals. You'll own deal structuring, pricing guidance, quoting, and the approval process end-to-end, quarterbacking across Sales, Finance, Legal, and Revenue Operations to get deals closed cleanly and quickly. Because Fireworks runs on both reserved and consumption pricing, you'll play a central role in shaping how we structure commits, tiers, and multi-year agreements in a rapidly evolving market. This is a foundational role for someone who wants to build scalable deal desk processes at a hypergrowth AI company.

WHAT YOU'LL DO

• 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.

WHAT WE'RE LOOKING FOR

• 7+ years in Revenue/Sales Operations, Sales Strategy, Finance, or a 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.

NICE TO HAVE

• Experience at an AI/ML, developer platform, or cloud infrastructure company, and familiarity with how companies buy AI/compute
• Experience building or scaling a Deal Desk function from scratch at a Series B/C+ hypergrowth company (vs. inheriting a mature one)
• Experience with modern CPQ platforms (e.g., Nue.io http://Nue.io) and contract lifecycle management (CLM) tools.

WHO YOU'LL WORK WITH

Sales & Sales Leadership, Finance & FP&A, Legal, Revenue Operations, Revenue Accounting, Order Management/Billing, and Product.

WHY FIREWORKS?

• Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.
• Build What’s Next: Work with bleeding‑edge technology that impacts how businesses and developers harness AI globally.
• Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results.
• Learn from the Best: Collaborate with world‑class engineers and AI researchers who thrive on curiosity and innovation.

Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.