Director, Deal Strategy & Acceleration

About the role: Hyperscale AI infrastructure deals are massive, highly complex, intensely customized, and often involve hundreds of millions of dollars. As the Director of Deal Strategy & Acceleration, you will build and lead Nscale’s "Deal Desk" of the future. This is not a standard SaaS software deal desk; you are working with physical hardware, power draw limitations, liquid cooling requirements, and complex depreciation schedules. You will initially partner closely with our first major enterprise clients, personally crafting bespoke pricing models, negotiating intricate SLAs, and designing commercial structures that win the deal while strictly protecting Nscale's margins. Once you have established the baselines and standardized what a successful Nscale commercial contract looks like, you will document these complex playbooks and lead a team of elite Deal Strategists to scale the function globally.

Responsibilities:

• Bespoke Commercial Structuring: Architect the commercial and financial structures for our largest, most critical initial contracts. You will creatively balance price, payment terms, upfront capital commitments, GPU consumption models, and downside risk to maximize total contract value.
• Build the Deal Desk Foundation: Construct the core Deal Desk processes from scratch. Establish clear, scalable approval matrices, SLA guardrails, discounting policies, and comprehensive negotiation playbooks for the entire sales organization.
• Cross-Functional Negotiation: Act as the central, authoritative node between Sales, Legal, Finance, and Capacity Planning. You must ensure that custom, creative deals are innovative enough to beat legacy hyperscalers, yet standard enough for our operations teams to execute flawlessly.
• Margin & Profitability Guardian: Develop deep financial models to assess the true profitability of complex, multi-year capacity deals, ensuring the sales team understands the margin impact of every concession.
• Team Leadership & Scaling: Hire, train, and aggressively manage a global team of elite Deal Strategists who will partner directly with Account Executives on daily, high-velocity transactions, enabling you to focus on the top 1% of mega-deals.

You may be a good fit if you have:

• 8+ years of deep experience in Deal Desk, Commercial Operations, Strategic Finance, or Enterprise Sales Structuring, ideally at a major cloud provider (AWS, GCP, Azure) or a high-growth infrastructure/hardware company.
• Absolute mastery of complex enterprise IaaS contracting. You fluently speak the language of consumption-based models, reserved instances, commit drawdowns, burst capacity, and highly customized uptime SLAs.
• Elite financial modeling skills paired with a refined, aggressive commercial instinct. You know exactly which commercial levers to pull during a negotiation to maximize deal value while strengthening the long-term customer relationship.
• A collaborative, high-EQ approach to internal partnerships. You are viewed as a trusted advisor and a true accelerator for the sales organization—someone who finds creative ways to get to "yes"—even when you have to enforce strict margin requirements.
• Experience building a Deal Desk function from its infancy, implementing the initial quoting tools, and training the first cohort of strategists.

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