Director, Deal Desk

Firework is the world’s leading unified video commerce platform that empowers its global partners to personalize the customer experience and engagement at scale. Firework bridges the offline and online for a robust omnichannel immersive brand experience cultivating a deeper emotional human connection between our partners and their end consumers. We are customer-centric and inspired to win together offering total solutions with endless possibilities to help our customers increase purchases and conversions using the power of video. At the heart, we are a global and diverse team of “SuperSpark” creators, entrepreneurs, life-long learners, and data geeks driven by the future of authenticity to transform commerce. Firework has raised over $235M to date, with its latest Series B round led by SoftBank Vision Fund 2. Come reimagine the online customer experience with us.

Summary

We are looking for an entrepreneurial-minded Contracts and Deal Desk leader to join our team supporting and influencing our growth efforts in close partnerships with our global go-to-market teams. As the most senior leader of the function, you will operate as the critical glue reviewing, drafting, approving, and negotiating a growing pipeline of commercial opportunities while also managing the entire vendor contracts management system. You’ll build close rapport across Sales, Finance, Product Management, Customer Success, and Legal as we continue to accelerate customer deal velocity and scale our business operations.

What you’ll be doing

• Work in close collaboration with leaders and the sales organization as a trusted partner to review, qualify, negotiate, construct, and close a variety of complex SaaS and other commercial deals; advise pre-sales on deal structures and sales order processing
• Act as the first line of escalation for all legal inquiries and requests related to commercial contract deal terms
• Influence non-standard pricing and non-standard contract term requests; help ensure all required approvals are completed to meet internal revenue recognition and business operations processes
• Operate as a sales advocate to support internal organizations and new sales hires to understand the business’ contract requirements, business terms, operational procedures, and risks
• Lead, own, and continuously improve the entire vendor contracts management process
• Continuously build, improve, and manage the deal flow process across various systems and groups such as Sales, Legal, Finance, Customer Success to coordinate the successful close of deals according to SLAs and business policies
• Drive world-class deal desk practices and provide cross-training to leaders, new sales members, and other functions to increase sales and business efficiency and effectiveness globally
  
  
  

We’ll be excited if you have

• Bachelor's degree. Must have a legal background either as a commercial lawyer or paralegal
• 10+ years extensive SaaS deal desk experience in a fast-paced start-up organization that has a mixture of both complex enterprise deals and high-volume mid-market deals around the globe; must have a proven track record evaluating, reviewing, constructing, and negotiating deal terms with key stakeholders
• Direct experience constructing reseller, channel, partnerships is a plusVendor and procurement contracts management experience including negotiating, constructing, and qualifying
• vendor and procurement contracts
• 8+ years admin or super user experience with various contract management softwares Excellent communication skills with strong emotional intelligence; can effectively communicate (read, write, present) and influence various stakeholders and levels of the organization
• Superb business acumen; thoughtful, detail-oriented, and creative ability to devise win-win creative solutions balancing risks and rewards
• Enjoy working with and a strong advocate for global sales teams; your past sales team thoroughly enjoy working with and depend on you!
• Must be flexible to support teams in different time zones as needed (Americas, APAC, EMEA)
  
  
  

As a hybrid office-centric company, we are looking for candidates in the Bay Area and able to go to the San Mateo office three times per week.

The following represents the expected range of compensation for this role: The estimated pay range for this role is $160,00-$175,000. The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change. The total compensation package may include stock options. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. Candidates may receive more information from the talent partner.

Don’t hold back

We understand some candidates may see the above and not apply because they don’t meet all the qualifications. We encourage you to apply anyway; we often find talented candidates that fit many other opportunities we have and look for potential too, not just what you did in the past. As an equal employment opportunity employer, we are a diverse team that strives for an inclusive environment for all. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, age, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

By submitting your application, you acknowledge that you have read and understood Firework's Applicant Privacy Policy located at: https://firework.com/legal/applicantpolicy/.