Deal Strategy (AI)

Location: Hybrid in San Francisco or New York, United States

Salary: $240K–$310K plus equity

Company

Baseten provides inference infrastructure and developer tooling that help AI companies bring machine learning models into production.

What you will do

• Structure complex customer deals covering pricing, discounts, commitments, and contract terms.
• Represent Baseten in negotiations with senior finance and procurement stakeholders.
• Analyze deal profitability, margins, discount impact, win rates, and commercial outcomes.
• Review non-standard enterprise deals, manage approval thresholds, and define escalation paths.
• Coordinate with Legal, Revenue Accounting, RevOps, and Billing to ensure accurate contracting, booking, and billing.
• Build scalable deal strategy playbooks, guidelines, workflows, and AI- and automation-enabled processes.

Requirements

• 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 ability to negotiate directly with customers and represent Baseten externally.
• Strong 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 with CPQ and CRM tools and a strong understanding of how deal terms affect billing and revenue recognition.
• Excellent written and verbal communication, including the ability to turn complex deal structures into clear executive recommendations.

Nice to have

• 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.

Culture & Benefits

• Competitive compensation with meaningful equity.
• U.S.-only 100% medical, dental, and vision insurance coverage for employees and dependents.
• Flexible PTO and a company-wide Winter Break from Christmas Eve through New Year's Day.
• Paid parental leave and a fertility and family-building stipend through Carrot.
• U.S.-only company-facilitated 401(k).
• Exposure to ML startups and opportunities to learn about AI infrastructure and commercial models.