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Fal is building the infrastructure and ecosystem powering the next generation of generative media AI products. The company provides high-performance inference, orchestration, and observability tools that enable developers and enterprises to move from idea to production at scale.
You will join as Deal Desk & Pricing Operations, a hands-on role supporting the scaling enterprise business. Working closely with Sales, Finance, Legal, and leadership, you'll be the central point of contact for deal structuring, pricing, discounts, customer commitments, and non-standard commercial terms.
Key responsibilities include:
**Deal Desk:**
- Partner directly with Sales on structuring and executing enterprise and strategic deals
- Serve as primary point of contact for pricing, discounts, customer commitments, payment structures, and non-standard commercial terms
- Review proposed deals, identify issues or exceptions, and coordinate approvals across Sales, Finance, Legal, and other stakeholders
- Help Sales evaluate deal structures and develop proposals aligned with fal's commercial guidelines
- Manage deal approvals from initial request through final sign-off, proactively resolving blockers
- Support negotiations by providing guidance on available commercial levers and tradeoffs
- Build and maintain deal desk processes, approval frameworks, pricing guidelines, and templates
- Create repeatable processes for common deal structures to reduce one-off reviews
- Identify patterns in deal requests and exceptions, recommending policy or commercial structure changes
- Improve the end-to-end quote-to-close process as the enterprise business scales
**Pricing:**
- Maintain and improve pricing guidelines, discount frameworks, commitment tiers, and pricing tools
- Analyze historical deals, discounting, customer commitments, and usage to inform pricing decisions
- Support broader pricing projects as products and commercial models evolve
You'll help answer critical questions: How should we structure this deal? What discount or commitment structure should we offer? Does this require an exception and who approves? What commercial levers can Sales use? Have we done a similar deal before? How can we make this standard next time? Where are deals getting stuck?
Success means enabling the sales team to close complex deals quickly while building the commercial infrastructure needed to scale.
**Requirements:**
- 2–5 years of experience in Deal Desk, Sales Operations, Commercial Operations, Pricing Operations, or similar role supporting complex B2B deals
- Experience working directly with enterprise sales teams and navigating non-standard deals
- Strong understanding of deal structures, discounting, commercial terms, approvals, and quote-to-close process
- Strong analytical skills and comfort working with data
- Strong attention to detail and ability to manage multiple priorities
- Excellent communication skills and confidence working directly with Sales, Finance, Legal, and leadership
- Good commercial judgment: understanding when to follow standard process versus when a deal warrants exception
- Bias toward action and ability to operate in an environment where processes are still being built
**Nice to have:**
- Experience in high-growth technology company
- Experience with usage-based or consumption-based businesses
- Experience with enterprise commitments, volume discounts, or custom consumption agreements
- Experience with CPQ, CLM, or other deal management tools
- SQL or other data analysis experience
- Familiarity with AI, APIs, cloud infrastructure, or developer-focused products
