Global Head of Deal Strategy and Operations

Fivetran • Denver, CO

5d • $200,794 - $250,992 • 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 combines 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 guide the integration of the companies’ commercial engines, product portfolios, and systems into a unified go-to-market approach. They will set strategy for how deals are structured, priced, routed, reviewed, and approved; advise GTM leadership on enterprise license agreements, commercial strategy, cross-sell, and new product launches; and lead a global team across the Americas, EMEA, and APAC. The role reports to the SVP, Strategy and Operations and is full-time and hybrid, 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 within a global SaaS or subscription 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, 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 deal-process tools such as 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 mergers and acquisitions, systems integration, or large-scale organizational change.

Responsibilities

• Lead, mentor, and develop a high-performing global Deal Desk organization, building commercial advisory capability, bench strength, and scalable team operations.
• 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 agreements, consumption-based pricing, and product-specific enterprise license agreements.
• Lead commercial strategy for the Fivetran and dbt integration, establishing a combined operating model, policy set, and deal constructs.
• Build the team structure, governance framework, and ways of working for a global enterprise sales organization with 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 role.
• Advise senior sales leaders and account teams on complex deal structures, pricing, concessions, and negotiation strategy; handle high-risk and strategically significant escalations.
• Engage directly with customers in strategic, high-value negotiations when needed.
• Set the vision for an AI-native Deal Desk and deploy agents and automation for deal structuring, pricing recommendations, contract and redline review, approval routing, and risk scoring.
• Develop a tiered service model that automates standardized, low-risk deals and focuses team capacity on complex, strategic work.
• Scale AI-enabled workflows to improve seller productivity, deal quality, approval consistency, and execution 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 regular deal reviews, early checkpoints, and exception tracking to identify risk early and maintain decision speed.
• Partner with Finance and Revenue Accounting on revenue recognition, revenue predictability, deal hygiene, and commercial compliance as consumption, enterprise license, and marketplace arrangements grow.
• 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 products and packaging launch with clear deal constructs, approval paths, and field enablement.
• Oversee Pricing Operations, including packaging, SKU rationalization, and consistent, governed pricing execution.
• Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, supporting streamlined and compliant customer transactions.
• Set marketplace policies and operational standards, and coordinate with Finance, Product, 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 including 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