Director, Deal Desk & Strategy

Fastly is seeking a Director, Deal Desk to lead and scale our global deal strategy function within a high‑growth technology environment. In this role, you will act as a trusted advisor to Sales teams across North America, EMEA, and APAC, guiding complex deal structures. You will collaborate with cross‑functional teams to optimize pricing, discounting, and contract terms to accelerate deal velocity and maximize revenue and profitability. Partnering cross‑functionally with Finance, Sales Operations, Legal, and Systems, you will ensure deals are structured, approved, and executed with accuracy and efficiency. Success will be measured by your ability to enable scalable deal formation, improve sales productivity, and deliver data‑driven insights that support sustainable growth. What You’ll Do: Lead and scale global Deal Desk, leveraging automation and standardization to improve deal velocity and accuracy. Build, develop, and mentor a high‑performing Deal Desk team, fostering a culture of accountability, collaboration, and continuous improvement. Develop and execute deal strategies, pricing frameworks, and approval processes that drive revenue growth and maximize profitability. Partner cross‑functionally with Sales, Finance, Legal, Accounting, Product, and Business Units to structure complex deals, ensuring alignment with financial, legal, and operational requirements. Drive process optimization and systems enhancements (e.g., CPQ), translating business requirements into scalable solutions that improve the seller and customer experience. Establish and enforce deal governance, including risk assessment, policy development, performance tracking, and data‑driven insights to inform strategic decision‑making. What We’re Looking For: Bachelor’s degree in Business, Finance, Accounting, or a related field. 12+ years of progressive experience in Deal Desk, Sales Operations, Finance, or related functions, with deep expertise in usage‑based business models. 6+ years of people leadership experience, with a proven ability to build and scale high‑performing teams; strong background in deal structuring and managing high contract volume. Demonstrated success leading and scaling a Deal Desk, including process optimization and transformation. Strong understanding of revenue recognition (GAAP), compliance (including SOX), and financial, legal, and operational risk considerations. Experience with CRM and CPQ tools and billing systems, with the ability to translate business needs into scalable system solutions. Excellent analytical, problem‑solving, and negotiation skills, with a track record of structuring complex deals and driving revenue growth and profitability. Executive‑level communication skills, with the ability to influence and collaborate effectively across all levels of the organization. We’ll Be Super Impressed if You Have Experience in Any of These: Experience in edge computing, cloud, security, or other high‑growth infrastructure technology sectors. Exposure to AI/ML‑driven products, pricing models, or a strong curiosity and willingness to learn emerging technologies. Advanced financial modeling skills, including scenario analysis for complex, non‑standard deal structures. Track record of leveraging data, analytics, and automation to inform deal strategy and improve decision‑making. Work Hours: This position will require you to be available during core business hours. Work Location(s) & Travel Requirements: This position has one opening and can be hired in the following preferred office locations. Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. 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. 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. 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 2026, we offer 12 paid local holidays, 12 paid company wellness days. Equal Employment Opportunity Statement Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. Accommodation for Applicants with Disabilities Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at View email address on click.appcast.io or View phone number on click.appcast.io. Privacy Notice Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants. #J-18808-Ljbffr Somi AI