# Head of Deal Desk

**Company:** [Fireworks AI](https://hotfix.jobs/companies/fireworks-ai)
**Location:** San Mateo, CA, New York, NY
**Role:** Revenue Operations
**Salary:** $260k – $300k/yr
**Experience:** 8+ years
**Skills:** Revenue Operations, Sales Operations, Deal Desk, Financial Modeling, Pricing Strategy, Consumption-Based Pricing, Subscription Pricing, Salesforce, CPQ, Revenue Recognition, Margin Analysis, Contract Lifecycle Management
**Posted:** 2026-08-20

> Leads Deal Desk operations for complex enterprise transactions, owning deal structuring, pricing, approvals, financial analysis, and booking readiness. The role requires extensive revenue or finance experience, strong consumption-pricing expertise, and the ability to build scalable processes across Sales, Finance, Legal, and Operations.

## Job Description

## Responsibilities
- Manage day-to-day Deal Desk operations, including review of non-standard pricing, discounts, contract terms, approval workflows, thresholds, and escalations.
- Structure complex and strategic deals involving consumption commitments, multi-year contracts, custom pricing, and enterprise terms while protecting margins.
- Establish discounting frameworks, commercial policies, pricing models, SKUs, and packaging motions.
- Build scalable Deal Desk playbooks, pricing guidelines, approval workflows, and exception-handling procedures with Revenue Operations.
- Coordinate Sales, Finance, Legal, Revenue Accounting, Order Management, Billing, and Product through deal evaluation, negotiation support, and quote-to-order handoff.
- Model deal profitability, discount impact, and margin implications for consumption- and subscription-based structures.
- Validate deal structure, quoting, documentation, booking accuracy, and revenue recognition readiness.
- Track deal cycle time, approval turnaround, deal hygiene, discount and margin performance, and booking accuracy.

## Requirements
- 7+ years in Revenue Operations, Sales Operations, Sales Strategy, Finance, or a related analytical role at a high-growth technology company.
- 3+ years of Deal Desk experience.
- Experience structuring complex packaging quotes, non-standard terms, and custom pricing.
- Understanding of consumption-based and subscription pricing, including commits, tiers, and multi-year agreements.
- Strong financial modeling and analytical skills, including profitability, margin, and discount analysis.
- Excellent cross-functional communication and stakeholder management.
- Detail-oriented and process-driven, with the ability to build structure in ambiguous environments.
- Proficiency with CRM and CPQ tooling.
- Bachelor's degree or equivalent practical experience.

## Nice to Have
- Experience with AI/ML, developer platforms, or cloud infrastructure companies, including AI or compute purchasing.
- Experience building or scaling a Deal Desk function from scratch at a Series B/C+ company.
- Experience with modern CPQ platforms such as Nue.io and contract lifecycle management tools.

## Benefits and Compensation
- Opportunity to solve complex AI infrastructure challenges and work with bleeding-edge technology.
- High ownership and direct impact in a fast-growing environment.
- Collaboration with experienced engineers and AI researchers.

## Similar jobs

- [Director, Revenue Engineering](https://hotfix.jobs/jobs/6025db98-aeae-42b2-bf92-1da55545e1b2) - Nooks - San Francisco, CA - $260k – $300k/yr
- [Director, Revenue Operations](https://hotfix.jobs/jobs/0105685b-7cb1-4903-b9b4-39a6922a657d) - Brex - San Francisco, CA - $258k – $322k/yr
- [Director, GTM Systems & Applied AI](https://hotfix.jobs/jobs/76f10c67-cfeb-4a48-86d0-b9e3e0c4276d) - Checkr - San Francisco, CA - $240k – $282k/yr
- [Senior Director, Global Sales Strategy and Operations](https://hotfix.jobs/jobs/8d887a3e-a5b1-4889-bb6e-3aaa07c6bdbb) - Ironclad - San Francisco, CA - $225k – $280k/yr
- [Senior Director, Pipeline Strategy & Analytics](https://hotfix.jobs/jobs/b2976469-1e29-4484-b25c-8437b4c14e96) - Starburst - Remote - $220k – $260k/yr

**Apply:** https://hotfix.jobs/jobs/95c27be4-6114-4810-b777-b1fc80efe255
**Canonical:** https://hotfix.jobs/jobs/95c27be4-6114-4810-b777-b1fc80efe255