Global Head of Deal Strategy and Operations

Fivetran•Denver, CO

4d•Hybrid

About The Position

Fivetran and dbt Labs are combining to build data infrastructure that helps 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 leader will own deal structures, pricing inputs, policies, and governance to grow revenue and average selling price, improve deal quality and speed, reduce risk, and support scalable execution across regions and segments. The role sets strategy for how deals are structured, priced, routed, reviewed, and approved, and advises go-to-market leadership on enterprise license agreements, commercial strategy, cross-sell, and new product launches. The leader will guide the integration of the two commercial engines, product portfolios, and systems into a unified go-to-market model, and will lead a global team across the Americas, EMEA, and APAC. The role partners closely with Sales, Finance, Legal, Product, Systems, Pricing, and Partner Marketplace. It reports to the SVP, Strategy and Operations. This is a full-time, hybrid role based in a hub office in New York, NY; Denver, CO; Oakland, CA; or Austin, TX.

Requirements

15+ years of experience in Deal Desk, Deal Strategy, Revenue Operations, or Commercial Operations within 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 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, with strong 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; this is a plus, not a requirement.
Experience leading through M&A, systems integration, or large-scale organizational change.

Responsibilities

Lead, mentor, and develop a high-performing global Deal Desk organization, building its commercial-advisory capability and bench strength.
Own and execute the global vision for the Deal Desk 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 Fivetran and dbt integration, establishing a unified operating model, policy set, and deal construct.
Build the team structure, governance framework, and operating practices needed to support a global enterprise sales engine and multi-product, consumption-based portfolio.
Position the deal function as a driver of growth, net revenue retention, and cross-sell, and align C-suite stakeholders 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 in strategic customer negotiations when needed.
Set the vision for an AI-native Deal Desk, deploying agents and automation for deal structuring, pricing recommendations, contract and redline review, approval routing, and risk scoring.
Build a tiered service model that automates standardized, low-risk deals and focuses team capacity 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 standing 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 license agreement, and marketplace structures scale.
Lead the strategy and roadmap for deal infrastructure and support 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 products and packaging launch with defined deal constructs, approval paths, and field enablement.
Oversee Pricing Operations, including support for packaging, SKU rationalization, and consistent, well-governed pricing execution.
Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, ensuring streamlined and compliant customer transactions.
Set marketplace policies and operational standards and align Finance, Product, and vendor partners to optimize transaction efficiency and financial accuracy.