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About the Role

Fastly is seeking a Director, Deal Desk to lead and scale our global deal strategy function within a high-growth technology environment. In this role, you will act as a trusted advisor to Sales teams across North America, EMEA, and APAC, guiding complex deal structures. You will collaborate with cross-functional teams to optimize pricing, discounting, and contract terms to accelerate deal velocity and maximize revenue and profitability. Partnering cross-functionally with Finance, Sales Operations, Legal, and Systems, you will ensure deals are structured, approved, and executed with accuracy and efficiency. Success will be measured by your ability to enable scalable deal formation, improve sales productivity, and deliver data-driven insights that support sustainable growth.

Responsibilities

Lead and scale global Deal Desk, leveraging automation and standardization to improve deal velocity and accuracy.
Build, develop, and mentor a high-performing Deal Desk team, fostering a culture of accountability, collaboration, and continuous improvement.
Develop and execute deal strategies, pricing frameworks, and approval processes that drive revenue growth and maximize profitability.
Partner cross-functionally with Sales, Finance, Legal, Accounting, Product, and Business Units to structure complex deals, ensuring alignment with financial, legal, and operational requirements.
Drive process optimization and systems enhancements (e.g., CPQ), translating business requirements into scalable solutions that improve the seller and customer experience.
Establish and enforce deal governance, including risk assessment, policy development, performance tracking, and data-driven insights to inform strategic decision-making.

Requirements

Bachelor’s degree in Business, Finance, Accounting, or a related field.
12+ years of progressive experience in Deal Desk, Sales Operations, Finance, or related functions, with deep expertise in usage-based business models.
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 with CRM and CPQ tools and billing systems, with the ability to translate business needs into scalable system solutions.
Excellent analytical, problem-solving, and negotiation skills, with a track record of structuring complex deals and driving revenue growth and profitability.
Executive-level communication skills, with the ability to influence and collaborate effectively across all levels of the organization.

Skills

usage-based business models
deal structuring
high contract volume
process optimization
transformation
revenue recognition (GAAP)
compliance (SOX)
financial risk
legal risk
operational risk
CRM
CPQ tools
billing systems
analytical skills
problem-solving skills
negotiation skills
revenue growth
profitability
executive-level communication
collaboration
edge computing
cloud
security
high-growth infrastructure technology
AI/ML-driven products
pricing models
emerging technologies
financial modeling
scenario analysis
data analytics
automation

Location

San Francisco, CA

Work Type

Hybrid

Experience Level

12+ years of progressive experience
6+ years of people leadership experience

Education Level

Bachelor’s degree in Business, Finance, Accounting, or a related field.

Salary/Compensations

$195,720.00 - $234,864.00

Benefits

Medical insurance
Dental insurance
Vision insurance
Family planning support
Mental health support
Employee Assistance Program
Life insurance
Disability insurance
Accident insurance
Flexible Vacation policy
18 days of accrued paid sick leave
401(k) (including company match)
Employee Stock Purchase Program
12 paid local holidays
12 paid company wellness days

About the Company

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s prominent companies, including GitHub, Yelp, Paramount, and JetBlue.
We're building a more trustworthy Internet. Come join us.
We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.
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!

Equal Opportunity

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901.