Global Head of Deal Strategy and Operations

Fivetran•Austin, TX

4d•Hybrid

About The Position

Fivetran and dbt Labs are combining their businesses to help organizations move, transform, and trust their data. The Global Head of Deal Strategy and Operations will lead the worldwide deal function for the 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, cleaner and lower-risk terms, and faster deal execution. The role will define how deals are structured, priced, routed, reviewed, and approved while advising go-to-market leadership on enterprise license agreements, commercial strategy, cross-sell, and new 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 to establish fast, consistent, scalable decisions during the integration of the two companies’ commercial operations. The leader will develop the Deal Desk organization, implement commercial strategies and governance, guide complex negotiations, and create an AI-native deal desk with automation across the deal lifecycle. The role also owns deal infrastructure strategy, pricing operations, new product introduction processes, and marketplace operations. It reports to the SVP, Strategy and Operations. This is a full-time hybrid role based in a hub office in New York, Denver, Oakland, or Austin.

Requirements

15 or more 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 or more 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 a track record of 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 deal-process tools, including CPQ, CRM, CLM, and related sales systems, sufficient to partner effectively with Systems on feasibility.

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, strengthening its role as a commercial advisor to Sales and building team capability and bench strength.
Own and execute the global vision for the Deal Desk organization across the combined Fivetran and dbt business.
Develop and launch commercial strategies and deal constructs, including multi-year deals, consumption-based pricing, and product-specific enterprise license agreements.
Lead commercial strategy for the integration, establishing a combined operating model, policy set, and deal constructs.
Build the team structure, governance framework, and ways of working needed to support a global enterprise sales organization selling a multi-product, consumption-based portfolio.
Position the deal function as a driver of growth, net revenue retention, and cross-sell, and align executive leadership behind that mandate.
Advise senior sales leaders and account teams on complex deal structures, pricing options, concessions, and negotiation strategy.
Serve as a trusted advisor for high-risk, non-standard, and strategically significant commercial discussions, and engage directly with customers on strategic, high-value negotiations when needed.
Set the vision for an AI-native deal desk, applying agents and automation to 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.
Ensure consistent commercial policies, thresholds, and approval rules across regions and product lines.
Own the 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, ELA, and marketplace structures scale.
Lead the deal infrastructure strategy and roadmap, supporting scalable, efficient, compliant execution as the companies move toward 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 launch with clear deal constructs, approval paths, and field enablement.
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 policies and operational standards for marketplace activity and align with Finance, Product, and vendor partners to improve transaction efficiency and financial accuracy.