Director of Deal Strategy, Fastly

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

Desirable

• 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
• 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

• Anticipated Posting Close Date*: 10/31/2024
• *Job posting may close early due to the volume of applicants