Global Head of Deal Strategy and Operations

Fivetran • Oakland, CA

5d • $208,051 - $260,064 • Hybrid

About The Position

Fivetran is seeking a Global Head of Deal Strategy and Operations to lead the worldwide deal function for the combined Fivetran and dbt Labs business. The role blends commercial strategy and operational leadership, with responsibility for deal structures, pricing inputs, policies, and governance that support revenue growth, higher average selling prices, lower-risk terms, and faster deal execution across regions and segments.

The leader will set the strategy for how deals are structured, priced, routed, reviewed, and approved, and will advise GTM leadership on enterprise agreements, cross-sell, commercial strategy, and new product launches. They will lead a global team across the Americas, EMEA, and APAC, partnering with Sales, Finance, Legal, Product, Systems, Pricing, and Partner Marketplace to establish fast, consistent, and scalable decisions during the integration of the two companies.

The position reports to the SVP, Strategy and Operations. It is a full-time, hybrid role based in a hub office in New York, Denver, Oakland, or Austin.

Requirements

• 15+ years of experience in Deal Desk, Deal Strategy, Revenue Operations, or Commercial Operations at 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 director-level experience and ideally senior director-level experience.
• Strong command of SaaS pricing strategy, especially 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, with strong analytical, strategic-thinking, and problem-solving skills.
• Executive-level communication skills, including the ability to explain complex concepts simply and persuasively.
• Experience with commercial deal-process tools such as 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, building team capability and reducing key-person dependency.
• Set and execute the global vision for the Deal Desk across the combined Fivetran and dbt Labs business.
• Develop commercial strategies and deal constructs, including multi-year deals, consumption-based pricing, and product-specific enterprise agreements.
• Lead commercial strategy for the company integration, establishing a unified operating model, policy set, and deal construct.
• Build team structures, governance, and ways of working 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, concessions, and negotiation strategies; handle escalations and participate in strategic customer negotiations as needed.
• Set the vision for an AI-native deal desk, using agents and automation for deal guidance, pricing recommendations, contract and redline review, approval routing, and risk scoring.
• Create a tiered service model in which automation handles standardized, low-risk deals and the team focuses on complex, strategic deals.
• Document and enforce global approval policies, service-level agreements, delegation of authority, and commercial guardrails.
• Establish consistent commercial policies, thresholds, and approval rules across regions and product lines, and maintain deal-review, early-checkpoint, and exception-tracking processes.
• Partner with Finance and Revenue Accounting on revenue recognition, predictability, deal hygiene, and commercial compliance.
• Set the strategy and roadmap for deal infrastructure and guide the transition to 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 deal constructs, approval paths, and field enablement are ready at launch.
• Oversee Pricing Operations, including packaging, SKU rationalization, and consistent pricing execution.
• Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, shaping operational policies and aligning cross-functional teams and vendor partners to improve transaction efficiency and financial accuracy.

Benefits

• 100% employer-paid medical insurance.
• Paid vacation or flexible/unlimited vacation depending on role and country, paid sick time, inclusive parental leave, paid holidays, a year-end Global Week of Rest, and volunteer days off.
• RSU stock grants.
• Professional development and training opportunities.
• Company virtual happy hours, free food, and team-building activities.
• Monthly cell phone stipend.
• Access to a mental health support platform offering therapy, coaching, and self-guided mindfulness resources for covered employees and dependents.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed