Senior Director, Deal Strategy

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 most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub.

We're building a more trustworthy Internet. Come join us.

Posting Open Date: 

Anticipated Posting Close Date*: 

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

Senior Director, Deal Strategy

Fastly is seeking an experienced Senior 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: 

Qualifications

• 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 Location(s) & 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