Global Head of Deal Strategy and Operations

Fivetran • New York, NY

5d • $208,051 - $260,064 • 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 this rapidly scaling data and analytics business. This is both a commercial strategy and operational leadership role, focused on growing revenue and average selling price, improving deal quality and speed, managing risk, and unifying the commercial operations of the two companies.

The role sets strategy for how deals are structured, priced, routed, reviewed, and approved, and advises go-to-market leadership on enterprise license agreements, cross-sell, and new product launches. It leads a global team across the Americas, EMEA, and APAC, partnering closely with Sales, Finance, Legal, Product, Systems, Pricing, and Partner Marketplace. The leader will guide integration of the companies’ commercial engines, product portfolios, and systems into a consistent global operating model.

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

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 the 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 tools used in deal processes, 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 mergers and acquisitions, systems integration, or large-scale organizational change.

Responsibilities

• Lead, mentor, and develop a high-performing global Deal Desk organization, positioning the team as strategic commercial advisors to Sales and building its capabilities 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 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 around that mandate.
• Advise senior sales leaders and account teams on complex deal structures, pricing options, concessions, and negotiation strategies.
• Serve as a trusted advisor for high-risk, non-standard, and strategically significant commercial discussions, engaging directly with customers on strategic 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 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 commercial policies, thresholds, and approval rules are consistent 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 deal infrastructure strategy and roadmap, supporting scalable, efficient, and compliant execution 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 introductions, 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 consistent, well-governed pricing execution across the portfolio.
• Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, ensuring streamlined and compliant customer transactions.
• Shape marketplace policies and operational standards, and align 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, 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: Executive
• Education Level: No Education Listed