Director of Deal Desk & Strategy

Join Fastly, a high-growth technology company, as the Director of Deal Desk & Strategy. In this role, you will lead and scale our global deal strategy function, collaborating with cross-functional teams to optimize pricing, discounting, and contract terms. You will also build and mentor a high-performing Deal Desk team, develop and execute deal strategies, and drive process optimization and systems enhancements. This position offers a range of benefits, including generous parental leave, health and wellness coverage, retirement plans, and opportunities for learning and growth.

• Lead and scale the global deal strategy function, acting as a trusted advisor to Sales teams and guiding complex deal structures.
• Collaborate with cross-functional teams to optimize pricing, discounting, and contract terms, ensuring deals are structured, approved, and executed accurately.
• Build, develop, and mentor a high-performing Deal Desk team, fostering a culture of accountability, collaboration, and continuous improvement.
• 12+ years of progressive experience in Deal Desk, Sales Operations, Finance, or related functions, with deep expertise in usage-based business models
• Executive-level communication skills, with the ability to influence and collaborate effectively across all levels of the organization
• Bachelor’s degree in Business, Finance, Accounting, or a related field
• Excellent analytical, problem-solving, and negotiation skills, with a track record of structuring complex deals and driving revenue growth and profitability
• Experience with CRM and CPQ tools and billing systems, with the ability to translate business needs into scalable system solutions
• 6+ years of people leadership experience, with a proven ability to build and scale high-performing teams; strong background in deal structuring and managing high contract volume
• Demonstrated success leading and scaling a Deal Desk, including process optimization and transformation
• Strong understanding of revenue recognition (GAAP), compliance (including SOX), and financial, legal, and operational risk considerations
• Experience in edge computing, cloud, security, or other high-growth infrastructure technology sectors
• Exposure to AI/ML-driven products, pricing models, or a strong curiosity and willingness to learn emerging technologies
• Advanced financial modeling skills, including scenario analysis for complex, non-standard deal structures
• Track record of leveraging data, analytics, and automation to inform deal strategy and improve decision-making
• This position will require you to be available during core business hours
• We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply!