Deal Strategy

Baseten • San Francisco, CA

3d • $240,000 - $310,000

About The Position

Baseten is hiring a Deal Strategy professional to own the commercial structuring and economics of its highest-priority customer deals end to end. The role partners with Sales, Finance, and Legal on complex and non-standard deals, helping customers adopt Baseten’s products while maintaining financial discipline and managing risk. The hire will help build the deal strategy function from the ground up and shape how leading AI companies purchase inference.

Requirements

• At least 8 years of experience in deal strategy, pricing, strategic finance, investing, and/or revenue operations at a high-growth technology company.
• Proven experience structuring and negotiating complex enterprise deals, especially in a consumption-based environment.
• Strong commercial judgment and the presence to negotiate directly with customers and represent Baseten externally.
• Excellent system design, financial modeling, and analytical skills.
• Ability to earn the trust of sales teams and influence senior leaders across Sales, Finance, and Legal.
• Proficiency in CPQ/CRM tools and a strong understanding of how deal terms affect billing and revenue recognition.
• Excellent written and verbal communication skills, including the ability to turn complex deal structures into clear executive recommendations.

Nice To Haves

• Experience at an AI, cloud infrastructure, or data platform company.
• Familiarity with GPU and compute economics.
• Experience building a deal desk or deal strategy function from scratch.
• Prior quantitative experience.

Responsibilities

• Partner with Sales to structure deals that meet customer needs while protecting Baseten’s financial and strategic interests, including pricing, discounts, commitments, and contract terms.
• Join customer conversations and represent Baseten with senior finance and procurement stakeholders, providing pricing and commercial expertise.
• Analyze deal profitability, margins, and discount impacts, and provide clear, data-driven recommendations to leadership.
• Review enterprise deals outside standard parameters and own approval thresholds and escalation paths.
• Partner with Legal, Revenue Accounting, RevOps, and Billing to ensure deals are contracted, booked, and billed accurately.
• Track discounting, win rates, and deal outcomes to inform pricing, packaging, and commercial policy.
• Build playbooks, guidelines, and workflows to scale the deal process, using AI and automation to keep the function fast and lean.

Benefits

• Competitive compensation, including meaningful equity.
• For U.S. employees, 100% coverage of medical, dental, and vision insurance for employees and dependents.
• Flexible PTO policy, including company-wide Winter Break; offices are closed from Christmas Eve to New Year’s Day.
• Paid parental leave.
• Fertility and family-building stipend through Carrot.
• For U.S. employees, company-facilitated 401(k).
• Exposure to a variety of ML startups, offering learning and networking opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed