Global Head of Deal Strategy and Operations

Fivetran•Oakland, CA

4d•Hybrid

About The Position

Fivetran and dbt Labs are bringing together their businesses, products, and commercial systems to help organizations move, transform, and trust their data. The Global Head of Deal Strategy and Operations will lead the worldwide deal function for this combined, rapidly scaling data and analytics business. This commercial strategy and operations role is responsible for deal structures, pricing inputs, policies, and governance that support revenue growth, higher average selling prices, lower-risk terms, and faster deal execution. The role will establish how deals are structured, priced, routed, reviewed, and approved, and advise go-to-market leadership on enterprise agreements, commercial strategy, cross-sell, and product launches. It will lead a global team across the Americas, EMEA, and APAC and partner with Sales, Finance, Legal, Product, Systems, Pricing, and Partner Marketplace. The position reports to the SVP, Strategy and Operations and is full-time and hybrid, based in New York, Denver, Oakland, or Austin. The leader will guide the integration of the two commercial engines, product portfolios, and systems into a unified go-to-market model. They will build the organization, governance, and operating practices needed to support global enterprise sales of a multi-product, consumption-based portfolio, while positioning the deal function as a driver of growth, retention, and cross-sell. The role also sets the vision for an AI-native Deal Desk, expanding automation across deal structuring, pricing recommendations, contract and redline review, approval routing, and risk scoring. It oversees deal governance and review, deal systems and quote-to-order infrastructure, pricing operations and new product introduction, and marketplace operations across major cloud and data platforms.

Requirements

15+ years of experience in Deal Desk, Deal Strategy, Revenue Operations, or Commercial Operations in a global SaaS or subscription-based business, or in Strategy Consulting focused on B2B pricing and deal strategy.
8+ years of leadership experience scaling high-performing teams, including meaningful experience at director level and ideally senior director level.
Strong command of SaaS pricing strategy, including consumption-based pricing, commercial governance, discounting, margin considerations, and contract risk mitigation.
Track record of building scalable deal processes, implementing robust approval frameworks, and improving deal velocity in complex, high-growth environments.
Experience structuring deals across direct and channel motions, including resellers and cloud marketplaces.
Working knowledge of revenue recognition principles and experience partnering closely with Finance and Revenue Accounting on deal structure.
Experience applying AI tools to improve deal operations, approval consistency, and seller productivity.
Ability to influence and collaborate with senior executives across Sales, Finance, Legal, Systems, and Product.
Exceptional analytical, strategic-thinking, and problem-solving skills.
Executive-level communication skills and ability to explain complex concepts simply and persuasively.
Experience with commercial tooling used in deal processes, including CPQ, CRM, CLM, and related sales systems, sufficient to partner effectively with Systems.

Nice To Haves

Specific platform experience such as Salesforce or Ironclad.
Experience leading through M&A, systems integration, or large-scale organizational change.

Responsibilities

Lead, mentor, and develop a high-performing global Deal Desk organization, coaching the team to act as commercial advisors and building capability and bench strength.
Own and execute the global Deal Desk vision across the combined Fivetran and dbt Labs business.
Develop and launch commercial strategies and deal constructs, including multi-year deals, consumption-based pricing, and product-specific enterprise agreements, to support revenue growth.
Lead commercial strategy for the Fivetran and dbt Labs integration, establishing a unified operating model, policy set, and deal constructs.
Build the team structure, governance framework, and ways of working required to support a global enterprise sales engine and multi-product, consumption-based portfolio.
Advise senior Sales leaders and account teams on complex deal structures, pricing options, concessions, and negotiation strategy.
Serve as a trusted advisor on high-risk, non-standard, and strategically significant commercial discussions, and participate directly in strategic customer negotiations when needed.
Set the vision for an AI-native Deal Desk and deploy agents and automation across deal structuring, pricing recommendations, contract and redline review, approval routing, and risk scoring.
Develop a tiered service model in which automation handles standardized, low-risk deals and the team focuses on complex, strategic deals.
Scale AI-enabled workflows to improve seller productivity, deal quality, approval consistency, and speed.
Document and enforce global approval policies, service-level agreements, delegation of authority, and commercial guardrails across Sales, Finance, and Legal.
Standardize commercial policies, thresholds, and approval rules across regions and product lines.
Own a regular deal-review and inspection cadence, including deal reviews, early checkpoints, and exception tracking.
Partner with Finance and Revenue Accounting on revenue recognition, revenue predictability, deal hygiene, and commercial compliance as consumption, enterprise agreement, and marketplace structures scale.
Lead the strategy and roadmap for deal infrastructure as the companies converge on unified quote-to-order systems.
Partner with Systems, Legal, and Finance to deliver a unified quoting and contracting experience across CPQ, CLM, and order management.
Partner with Product, Pricing, and Monetization on new product introduction, ensuring new products and packaging have clear deal constructs, approval paths, and field enablement at launch.
Oversee Pricing Operations, including support for packaging, SKU rationalization, and governed pricing execution across the portfolio.
Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, ensuring streamlined and compliant customer transactions.
Set marketplace policies and operating standards and align Finance, Product, and vendor partners to improve transaction efficiency and financial accuracy.