Deal Strategy

The role

You will own the commercial structuring and economics of Baseten's highest-priority customer deals end to end. You will partner with Sales, Finance, and Legal to scale revenue and manage financial risk.

What you will do

• Partner with Sales to structure deals spanning pricing, discounts, commitments, and contract terms.
• Join customer conversations and represent Baseten with senior finance and procurement stakeholders.
• Conduct deal profitability, margin, and discount impact analysis.
• Review enterprise deals that fall outside standard parameters.
• Partner with Legal, Revenue Accounting, RevOps, and Billing to ensure deals are contracted, booked, and billed accurately.
• Track discounting, win rates, and deal outcomes to shape pricing, packaging, and commercial policy.
• Build playbooks, guidelines, and workflows to scale the deal process.
• Use AI and automation to keep the function fast and lean.

Required qualifications

• 8+ years of experience in deal strategy, pricing, strategic finance, investing, and/or revenue operations at a high-growth technology company
• Proven track record of structuring and negotiating complex enterprise deals, especially in a consumption-based environment
• Strong commercial judgment, with the presence to negotiate directly with customers and represent Baseten externally
• Excellent system design, financial modeling, and analytical skills
• Ability to earn the trust of sales teams and influence senior leaders across Sales, Finance, and Legal
• Proficiency in CPQ/CRM tools and a strong understanding of how deal terms affect billing and revenue recognition
• Excellent written and verbal communication, with the ability to turn complex deal structures into clear recommendations for executives

Nice to have

• Experience at an AI, cloud infrastructure, or data platform company
• Familiarity with GPU and compute economics
• Experience building a deal desk or deal strategy function from scratch
• Prior quantitative experience

Benefits

• Competitive compensation, including meaningful equity
• 100% coverage of medical, dental, and vision insurance for employee and dependents (U.S. only)
• Flexible PTO policy including company wide Winter Break
• Paid parental leave
• Fertility and family-building stipend through Carrot
• Company-facilitated 401(k) (U.S. only)
• Exposure to a variety of ML startups

About the company

Baseten powers mission-critical inference for the world's most dynamic AI companies. They recently raised a $1.5B Series F led by Altimeter Capital, Conviction Partners, and Spark Capital.