Head of Deal Desk
Fireworks AI · San Mateo, United States +1 · 1mo ago
About Us:
Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI.
About the Role
As our Deal Desk Manager, you'll be the commercial backbone of our go-to-market motion — the trusted partner Sales turns to when structuring complex, high-value, and non-standard deals. You'll own deal structuring, pricing guidance, quoting, and the approval process end-to-end, quarterbacking across Sales, Finance, Legal, and Revenue Operations to get deals closed cleanly and quickly. Because Fireworks runs on both reserved and consumption pricing, you'll play a central role in shaping how we structure commits, tiers, and multi-year agreements in a rapidly evolving market. This is a foundational role for someone who wants to build scalable deal desk processes at a hypergrowth AI company.
What You'll Do
Run deal desk: Manage the day-to-day operations of deal desk. Review and analyze deals that fall outside standard parameters (pricing, discounting, contract terms), manage the approval workflow, enforce approval thresholds, and drive fast, clear escalations to Finance leadership, Legal, and executive stakeholders.
Structure and optimize deals: Partner with Sales to structure complex, non-standard, and strategic deals — including consumption commitments, multi-year contracts, custom pricing, and enterprise terms. Be the go-to partner for account executives and sales managers for deal advisory, structuring deals that meet customer needs but protect Fireworks’ margins
Serve as pricing & policy subject matter expert: Set discounting frameworks and commercial policies. Partner closely with Product, Engineering, and Sales to propose new pricing models, SKUs, and packaging motions based on deal desk insights.
Build the function: Partner with Revenue Operations team to design a scalable deal desk system. Establish the playbooks, pricing guidelines, approval workflows, and exception-handling procedures.
Quarterback cross-functionally: Act as the connective tissue between Sales, Finance, Legal, Revenue Accounting, and Order Management — coordinating deal evaluation, negotiation support, and clean handoff from quote to bookable order.
Analyze deal economics: Model deal profitability, discount impact, and margin implications for consumption- and subscription-based structures to inform smart, data-driven deal decisions.
Validate bookings: Ensure deals are structured, quoted, and documented for clean booking and accurate revenue recognition, partnering closely with Revenue Accounting.
Report on what matters: Track and report on key metrics — deal cycle time, approval turnaround, deal quality/hygiene, discount and margin performance, and booking accuracy — and use them to continuously improve deal velocity.
What We're Looking For
7+ years in Revenue/Sales Operations, Sales Strategy, Finance, or a related analytical role at a high-growth technology company, with 3+ years specifically in Deal Desk
Hands-on experience structuring complex packaging quotes, including non-standard terms and custom pricing.
Strong understanding of consumption-based / usage-based pricing as well as subscription models — and how to structure commits, tiers, and multi-year agreements around them.
Comfortable being both the architect and operator
Solid financial modeling and analytical skills, with the ability to assess deal profitability, margin, and discount impact.
Excellent cross-functional communication and stakeholder management — you can influence without authority and keep Sales, Finance, and Legal aligned under deadline pressure.
Detail-oriented and process-driven, with strong instincts for building structure where none exists.
Proficiency with CRM (Salesforce) and CPQ tooling; comfort learning modern GTM/quote-to-order systems.
Bachelor's degree, or equivalent practical experience.
Nice to Have
Experience at an AI/ML, developer platform, or cloud infrastructure company, and familiarity with how companies buy AI/compute
Experience building or scaling a Deal Desk function from scratch at a Series B/C+ hypergrowth company (vs. inheriting a mature one)
Experience with modern CPQ platforms (e.g., Nue.io) and contract lifecycle management (CLM) tools.
Who You'll Work With
Sales & Sales Leadership, Finance & FP&A, Legal, Revenue Operations, Revenue Accounting, Order Management/Billing, and Product.
Why Fireworks?
Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.
Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally.
Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results.
Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.
Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.