Global Head of Deal Strategy and Operations

Fivetran•Austin, TX

5d•$200,794 - $250,992•Hybrid

About The Position

Fivetran and dbt Labs are bringing together their businesses to provide organizations with an integrated data infrastructure platform. The Global Head of Deal Strategy and Operations will lead the worldwide Deal Desk function for the combined, rapidly scaling data and analytics business. The role combines commercial strategy and operations, 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. This leader will guide the integration of two commercial engines, product portfolios, and systems into a unified go-to-market. The role sets strategy for how deals are structured, priced, routed, reviewed, and approved, and advises GTM leadership on enterprise agreements, cross-sell, commercial strategy, and new product launches. It leads a global team across the Americas, EMEA, and APAC and partners with Sales, Finance, Legal, Product, Systems, Pricing, and Partner Marketplace. 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. The successful candidate will be a strategist, operator, and trusted business partner who can move between long-term commercial strategy and hands-on problem solving. They will scale and develop a global Deal Desk organization, build an AI-enabled deal lifecycle, establish consistent governance and approval practices, and help deliver unified quote-to-order infrastructure across CPQ, CLM, and order management. They will also oversee Pricing Operations and marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks. The role offers a stated pay range of $200,793.50–$250,992 USD. Benefits include employer-paid medical insurance, paid time away, parental leave, paid holidays, volunteer days, RSU stock grants, professional development and training, team activities, a monthly cell phone stipend, and access to a mental health support platform. Some benefits may vary by country and worker type.

Requirements

15 or more 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 or more years of leadership experience scaling high-performing teams, including meaningful time at director level and ideally senior director level.
Strong command of SaaS pricing strategy, with depth in 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 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 tooling, 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.
Experience leading through M&A, systems integration, or large-scale organizational change.

Responsibilities

Lead, mentor, and inspire a high-performing global Deal Desk organization; coach the team to act as commercial advisors and build capability and bench strength.
Own and execute the Deal Desk vision 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 company integration, establishing a combined operating model, policy set, and deal constructs.
Build the team structure, governance, and operating practices needed for a global enterprise sales engine selling a multi-product, consumption-based portfolio.
Position the deal function as a driver of growth, net revenue retention, and cross-sell, and align executives around that mandate.
Advise senior sales leaders and account teams on complex deal structures, pricing, concessions, and negotiation strategy; handle high-risk and strategically significant discussions.
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.
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, SLAs, 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 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 agreement, and marketplace structures scale.
Lead the strategy and roadmap for deal infrastructure, supporting scalable, efficient, and 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 have 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, ensuring streamlined and compliant customer transactions.
Shape marketplace policies and operating 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, and generous paid time away.
Inclusive parental leave.
Paid holidays, including a year-end Global Week of Rest.
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 their covered dependents.