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Fireworks is a Series D AI infrastructure platform (valued at $17.5B) enabling companies to build, train, and serve specialized AI models tailored to their data and workflows. Backed by AMD, NVIDIA, Sequoia, Benchmark, and other top-tier investors, the company powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads.
As Head of Deal Desk, you will be the commercial backbone of Fireworks' go-to-market motion. You'll own deal structuring, pricing guidance, quoting, and approval processes end-to-end, serving as the trusted partner Sales turns to when handling complex, high-value, and non-standard deals. You'll quarterback across Sales, Finance, Legal, and Revenue Operations to close deals cleanly and quickly.
Key responsibilities include:
- Managing day-to-day deal desk operations, reviewing deals outside standard parameters, managing approval workflows, and driving escalations to Finance, Legal, and executives
- Structuring complex deals including consumption commitments, multi-year contracts, custom pricing, and enterprise terms
- Setting discounting frameworks and commercial policies; partnering with Product, Engineering, and Sales on new pricing models and SKUs
- Building scalable deal desk systems with Revenue Operations, establishing playbooks, pricing guidelines, and approval workflows
- Acting as connective tissue between Sales, Finance, Legal, Revenue Accounting, and Order Management
- Modeling deal profitability, discount impact, and margin implications for consumption and subscription structures
- Ensuring deals are properly structured, quoted, and documented for clean booking and accurate revenue recognition
- Tracking and reporting on deal cycle time, approval turnaround, deal quality, discount/margin performance, and booking accuracy
You'll need 7+ years in Revenue/Sales Operations, Sales Strategy, Finance, or related analytical roles at high-growth tech companies, with 3+ years specifically in Deal Desk. You must have hands-on experience structuring complex packaging quotes with non-standard terms, strong understanding of consumption-based and subscription pricing models, solid financial modeling skills, and excellent cross-functional communication abilities. Proficiency with Salesforce and CPQ tooling is required.
Nice-to-have experience includes AI/ML or developer platform backgrounds, building Deal Desk functions from scratch at Series B/C+ hypergrowth companies, and familiarity with modern CPQ platforms and contract lifecycle management tools.
