Director, Deal Desk & 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 GitHub, Yelp, Paramount, and JetBlue. We're building a more trustworthy Internet. Come join us. Posting Open Date: 6/9/2026 Anticipated Posting Close Date*: 8/4/2026 *Job posting may close early due to the volume of applicants. 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: San Francisco, CA 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. Salary: The estimated salary range for this position is $195,720.00 - $234,864.00. 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 2026, we offer 12 paid local holidays, 12 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 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. All job applications must be submitted through our official careers site at www.fastly.com/about/careers. We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @fastly.com or @recruiting.fastly.com email address. 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.