Fireworks
Head of Deal Desk
San Mateo, Remote. Posted 2 months ago
The role
You will manage day-to-day deal desk operations and structure complex, non-standard deals. You will partner with Sales, Finance, Legal, and Revenue Operations to optimize pricing, modeling, and approval workflows.
What you will do
- Manage day-to-day operations of deal desk
- Review and analyze deals falling outside standard parameters
- Manage approval workflows and enforce thresholds
- Partner with Sales to structure complex, non-standard, and strategic deals
- Set discounting frameworks and commercial policies
- Propose new pricing models, SKUs, and packaging motions
- Design a scalable deal desk system with Revenue Operations
- Coordinate deal evaluation and negotiation support across departments
- Model deal profitability, discount impact, and margin implications
- Track and report on key metrics like deal cycle time and margin performance
Required qualifications
- 7+ years in Revenue/Sales Operations, Sales Strategy, Finance, or a related analytical role at a high-growth technology company
- 3+ years specifically in Deal Desk
- Hands-on experience structuring complex packaging quotes, including non-standard terms and custom pricing
- Strong understanding of consumption-based / usage-based pricing as well as subscription models
- Solid financial modeling and analytical skills
- Excellent cross-functional communication and stakeholder management
- Detail-oriented and process-driven
- Proficiency with CRM (Salesforce) and CPQ tooling
- Bachelor's degree, or equivalent practical experience
Nice to have
- Experience at an AI/ML, developer platform, or cloud infrastructure company
- Familiarity with how companies buy AI/compute
- Experience building or scaling a Deal Desk function from scratch at a Series B/C+ hypergrowth company
- Experience with modern CPQ platforms (e.g., Nue.io) and contract lifecycle management (CLM) tools
About the company
Fireworks is a Series D company valued at $17.5 billion that provides a platform for specialized intelligence, enabling companies to build, train, and serve AI models.