Director, Deal Desk & Strategy

<div class="content-intro"><p>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 GitHub, Yelp, Paramount, and JetBlue.</p> <p>We're building a more trustworthy Internet. Come join us.</p></div><p><strong>Posting Open Date: </strong>&nbsp;6/9/2026</p> <p><strong>Anticipated Posting Close Date*: </strong>8/4/2026</p> <p><em>*Job posting may close early due to the volume of applicants.</em></p> <p><strong>Director, Deal Desk &amp; Strategy</strong></p> <p>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.&nbsp;</p> <p><strong>What You'll Do:</strong></p> <ul> <li>Lead and scale global Deal Desk, leveraging automation and standardization to improve deal velocity and accuracy.&nbsp;</li> <li>Build, develop, and mentor a high-performing Deal Desk team, fostering a culture of accountability, collaboration, and continuous improvement.</li> <li>Develop and execute deal strategies, pricing frameworks, and approval processes that drive revenue growth and maximize profitability.</li> <li>Partner cross-functionally with Sales, Finance, Legal, Accounting, Product, and Business Units to structure complex deals, ensuring alignment with financial, legal, and operational requirements.</li> <li>Drive process optimization and systems enhancements (e.g., CPQ), translating business requirements into scalable solutions that improve the seller and customer experience.</li> <li>Establish and enforce deal governance, including risk assessment, policy development, performance tracking, and data-driven insights to inform strategic decision-making.</li> </ul> <p><strong>What We're Looking For:&nbsp;</strong></p> <ul> <li>Bachelor’s degree in Business, Finance, Accounting, or a related field.</li> <li>12+ years of progressive experience in Deal Desk, Sales Operations, Finance, or related functions, with deep expertise in usage-based business models.</li> <li>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.</li> <li>Demonstrated success leading and scaling a Deal Desk, including process optimization and transformation.</li> <li>Strong understanding of revenue recognition (GAAP), compliance (including SOX), and financial, legal, and operational risk considerations.</li> <li>Experience with CRM and CPQ tools and billing systems, with the ability to translate business needs into scalable system solutions.</li> <li>Excellent analytical, problem-solving, and negotiation skills, with a track record of structuring complex deals and driving revenue growth and profitability.</li> <li>Executive-level communication skills, with the ability to influence and collaborate effectively across all levels of the organization.</li> </ul> <p><strong>We’ll be super impressed if you have experience in any of these:</strong></p> <ul> <li>Experience in edge computing, cloud, security, or other high-growth infrastructure technology sectors</li> <li>Exposure to AI/ML-driven products, pricing models, or a strong curiosity and willingness to learn emerging technologies</li> <li>Advanced financial modeling skills, including scenario analysis for complex, non-standard deal structures</li> <li>Track record of leveraging data, analytics, and automation to inform