Deal Strategy

You will own the commercial structuring and economics of Baseten's highest-priority customer deals end to end. You will play a critical role in scaling our revenue by serving as a trusted partner to Sales, Finance, and Legal on complex and non-standard deals. You'll help our products reach customers quickly while maintaining the financial discipline and risk management that a fast-scaling AI company requires.

This role is ideal for someone who has excellent commercial judgment, is highly analytical, and wants to build the deal strategy function from the ground up at a hypergrowth company. You'll help define how the world's leading AI companies buy inference and directly impact our most strategic customer relationships.

THE RESPONSIBILITIES

• Deal Structuring: Partner with Sales to structure deals that meet customer needs while protecting Baseten's financial and strategic interests, spanning pricing, discounts, commitments, and contract terms.
• Customer Negotiations: Join customer conversations and represent Baseten with senior finance and procurement stakeholders, bringing pricing and commercial depth so the account team can stay focused on the relationship.
• Financial Analysis: Conduct deal profitability, margin, and discount impact analysis, and translate the results into clear, data-driven recommendations for leadership.
• Deal Review and Approvals: Review enterprise deals that fall outside standard parameters, and own the approval thresholds and escalation paths that keep decisions moving quickly.
• Cross-Functional Execution: Partner with Legal, Revenue Accounting, RevOps, and Billing to ensure every deal is contracted, booked, and billed accurately.
• Pricing Insights: Track discounting, win rates, and deal outcomes across the book, and use those insights to shape pricing, packaging, and commercial policy.
• Process and Systems: Build the playbooks, guidelines, and workflows that let our deal process scale with the business. Use AI and automation extensively to keep the function fast and lean as deal volume grows.
• 8+ years of experience in deal strategy, pricing, strategic finance, investing, and/or revenue operations at a high-growth technology company
• Proven track record of structuring and negotiating complex enterprise deals, especially in a consumption-based environment
• Strong commercial judgment, with 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, with the ability to turn complex deal structures into clear recommendations for executives

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