Posting Open Date: 7/11/2024

Anticipated Posting Close Date*: 10/31/2024

*Job posting may close early due to the volume of applicants.

Fastly is seeking an experienced Director of Deal Strategy to join our rapidly growing technology company. In this role, you will lead the development and execution of deal strategies to drive revenue growth and increase market share. You will collaborate with cross-functional teams to optimize pricing, discounting, and contract terms to accelerate deal velocity and maximize profitability. 

What You’ll Do:

• Oversee all Deals Desk operations.  Through a combination of automation and standardization, scale the deal flow process for optimal deal velocity
• Build and manage a high-performing deal desk team, providing ongoing guidance, coaching and mentoring to team members
• Develop and implement deal desk strategies to achieve revenue targets and drive growth
• Identify and implement process improvement and transformation opportunities
• Collaborate with Sales, Finance, Accounting (on revenue implications for key deals), Legal / Contracts and Product teams to structure deals that maximize profitability and minimize risk
• Partner with Sales, Legal, Accounting, Tax, Treasury, FP&A and various Business Units to structure deals for new and existing business models
• Partner with the Business Technology organization to document clearly defined business requirements to implement processes within systems that consider the end user experience
• Lead the risk assessment process for all deals (new and existing customers) and ongoing risk assessment for existing customers
• Analyze market trends and competitor pricing to inform deal strategies and pricing decisions
• Create and maintain deal desk policies and procedures to ensure consistency and compliance across the organization
• Monitor and report on deal performance metrics and identify opportunities for improvement
• Order Management - Responsibility over Closing Deals, Classifying Deals (New Business, Cross Sell, Upsell) and calculation of the estimated annual bookings amount

What We’re Looking For: 

• Bachelor’s degree in business, finance, accounting or related field
• 12+ years of progressive experience in Deal Desk management (with a strong knowledge of a SaaS and / or Usage based business model, Sales Operations,  Finance and Compliance
• 6+ years of People Leadership, 8+ years with a Deal Structuring / Contract Volume focus
• Previous experience running a Deal Desk at a $750+ million revenue technology company (including experience scaling a Deal Desk team and processes)
• Solid understanding of Revenue Recognition and GAAP principles
• Proven track record of driving revenue growth and profitability in a technology company
• Experience with CRM and CPQ tools, such as Salesforce and Apttus as well as a good understanding of Billing Systems
• Experience working in a public company SOX-compliant environment
• Strong analytical and problem-solving skills, with the ability to structure complex deals
• Significant process improvement and transformation experience
• Excellent communication, polish and presence.  Ability to communicate to all levels of the organization, including executives
• Strong negotiation skills, with the ability to influence cross-functional teams
• Strong understanding of financial, legal and operational risks

We’ll be super impressed if you have experience in any of these: 

• CPA (or equivalent) designation 

Work Hours: 

• This position will require you to be available during core business hours. 

Work Locations & Travel Requirements: 

 This position is open to Hybrid And Remote Work Locations.

The preferred locations for this position are:

• San Francisco, CA
• New York, NY
• Denver, CO

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.  

There is a strong preference for Hybrid near a local office.  However, we may be willing to consider remote candidates within the US.

This position may require travel as required by your role or requested by your manager. 

SF / LA Fair Chance Ordinance Statement

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.

Salary:

The estimated salary range for this position is $154,040 to $226,520.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits:

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings? 

We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024, we offer 10 paid local holidays, 11 paid company wellness days.