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: 7/11/2024

Anticipated Posting Close Date*: 10/31/2024

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

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.

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:

• 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 Locations & 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

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

There is a strong preference for Hybrid near a local office. However, we may be willing to consider remote candidates within the US.

This position may require travel as required by your role or requested by your manager.

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.

Salary:

The estimated salary range for this position is $154,040 to $226,520.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

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. Curious about our offerings?

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 2024, we offer 10 paid local holidays, 11 paid company wellness days.

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
• We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand.
• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

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.

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 candidateaccommodations@fastly.com or 501-287-4901.

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.