Director, Deal Desk & Strategy

About the role

In this pivotal leadership position, you will be responsible for shaping the strategic framework that governs deal structures and commercial operations at Fastly. Your role will involve overseeing the essential processes that empower our sales teams to successfully close intricate transactions while ensuring both profitability and operational efficiency are maintained.

Key facts

What you'll do

• Spearhead the development and implementation of deal desk strategies that align with global sales objectives, ensuring a cohesive approach across all teams.
• Collaborate closely with finance, legal, and product departments to create standardized pricing models and contract terms that streamline operations.
• Analyze deal performance metrics, discounting patterns, and margin impacts to provide actionable insights that drive business decisions.
• Tackle complex commercial challenges that arise during the sales cycle, facilitating quicker revenue recognition and smoother transaction processes.
• Create and sustain scalable workflows that enhance the quote-to-cash process, ensuring efficiency and accuracy in operations.
• Mentor and lead a team of deal desk professionals, fostering a culture of collaboration and continuous improvement.
• Regularly assess and refine deal desk processes to adapt to evolving market conditions and business needs.
• Engage in strategic planning sessions to align deal desk initiatives with broader company goals and objectives.
• Serve as a key point of contact for sales teams, providing guidance and support on deal structuring and negotiation tactics.
• Prepare and present reports to senior management, highlighting deal desk performance and strategic recommendations.
• Ensure compliance with company policies and legal requirements in all deal-related activities.
• Drive cross-functional initiatives that enhance the overall effectiveness of the sales organization.

Requirements

• A solid background in deal desk management, sales operations, or commercial strategy, particularly within the technology industry, is essential.
• Proven ability to transform complex business needs into practical and actionable deal structures that drive results.
• Strong skills in financial modeling and data analysis, enabling informed decision-making based on quantitative insights.
• Experience working collaboratively with various stakeholders, including legal teams and sales leadership, to achieve common goals.
• Capacity to juggle multiple high-priority transactions in a dynamic and fast-paced work environment.
• Excellent communication skills, both written and verbal, to effectively convey ideas and strategies to diverse audiences.

Nice to have

• Familiarity with Salesforce or similar customer relationship management (CRM) systems to manage sales processes efficiently.
• Experience with Configure, Price, Quote (CPQ) systems to streamline pricing and quoting processes.
• Knowledge of financial analysis and reporting tools that aid in performance evaluation and strategic planning.
• Advanced skills in spreadsheet modeling, allowing for detailed financial projections and scenario analysis.

Skills & tools

• Proficiency in Salesforce or comparable CRM platforms to track and manage sales activities.
• Experience with CPQ systems to facilitate efficient pricing and quoting processes.
• Strong capabilities in financial analysis and reporting tools to support data-driven decision-making.
• Advanced spreadsheet modeling skills for comprehensive financial assessments and projections.

Practical notes

This role is based in San Francisco, CA, and is a full-time position. The successful candidate will be expected to work closely with various teams across the organization to ensure alignment and effectiveness in deal structuring and execution. The salary for this position will be competitive and commensurate with experience. Applicants must be eligible to work in the United States and may require visa sponsorship depending on their current status.

Join Fastly and be part of a dynamic team that is redefining the edge cloud platform landscape. If you are a strategic thinker with a passion for driving sales success through innovative deal structures, we encourage you to apply for this exciting opportunity.

About the company

Fastly's edge cloud platform delivers faster, safer, and more scalable sites and apps to customers. Elevate your edge CDN, video delivery, security, and more.