About the Role
We are looking for a Global Head of Deal Strategy and Operations to lead the worldwide deal function for a rapidly scaling data and analytics business formed by the combination of Fivetran and dbt Labs. This is a commercial strategy role as much as an operational one with a mandate to make our deals bigger, better, and faster. The leader owns the deal structures, pricing inputs, policies, and governance that drive more revenue and higher ASP, cleaner and lower-risk terms, and real velocity across every region and segment, while de-risking the business.
This is a pivotal role at a pivotal moment. The business is integrating two commercial engines, two product portfolios, and two sets of systems into a single combined go-to-market. The role sets the strategy for how deals get structured, priced, routed, reviewed, and approved, and acts as a key commercial advisor to GTM leadership on the structures that drive growth, including ELA and commercial strategy, cross-sell, and new product launches. It leads a global team across the Americas, EMEA, and APAC and partners closely with Sales, Finance, Legal, Product, Systems, Pricing, and Partner Marketplace to keep decisions fast, consistent, and scalable.
This leader is an equal part strategist, operator, and trusted business partner. The ideal candidate moves fluidly between long-term commercial strategy and hands-on problem solving, has a proven track record scaling a deal function in a global, complex, high-growth SaaS environment, and leads teams through change with clarity and conviction.
Reports to the SVP, Strategy and Operations. This is a full-time, hybrid role based in one of our hub offices: New York, NY; Denver, CO; Oakland, CA; or Austin, TX.
What You'll Do- Team leadership and organizational development
- Lead, mentor, and inspire a high-performing global Deal Desk organization.
- Coach the team to operate as commercial advisors to the field, raising the strategic value of every interaction with Sales.
- Build capability and bench strength, reducing key-person dependency as the team scales.
- Strategic leadership and vision
- Own and execute the global vision for the Deal Desk organization across the combined Fivetran + dbt business.
- Conceptualize and launch new, high-impact commercial strategies and deal constructs (e.g. multi-year deals, shift to consumption-based pricing, and product-specific ELAs) that grow revenue and move the business forward.
- Lead commercial strategy for the Fivetran + dbt integration, landing one combined operating model, policy set, and deal construct.
- Build the team structure, governance framework, and ways of working needed to support 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 the C-suite behind that mandate.
- Commercial guidance and executive escalation
- Provide strategic counsel to senior sales leadership and account teams on complex deal structures, pricing options, concessions, and negotiation strategy.
- Act as the trusted advisor for high-risk, non-standard, and strategically significant commercial discussions.
- Engage directly with customers on strategic, high-value negotiations when needed, representing the company with credibility.
- AI and automation
- Set the vision for an AI-native deal desk, deploying agents and automation across the deal lifecycle, including deal-structuring guidance, pricing recommendations, contract and redline review, approval routing, and risk scoring.
- Build a tiered service model where automation handles standardized, low-risk deals end to end, so the team's time goes to complex, strategic ones.
- Scale AI-enabled workflows that improve seller productivity, deal quality, approval consistency, and speed, building on an existing foundation of deal-desk AI agents and AI-assisted deal review.
- Deal governance and cross-functional alignment
- Document and enforce global approval policies, SLAs, delegation of authority, and commercial guardrails across Sales, Finance, and Legal.
- Drive consistency of commercial policy, thresholds, and approval rules across all regions and product lines, so sellers get the same answer wherever a deal originates.
- Own a standing deal-review and inspection cadence (deal reviews, early checkpoints, and exception tracking) that catches risk early and keeps decisions fast.
- Partner with Finance and Revenue Accounting to ensure sound revenue recognition, revenue predictability, deal hygiene, and commercial compliance as consumption, ELA, and marketplace structures scale.
- Deal systems and infrastructure
- Lead the strategy and roadmap for deal infrastructure, ensuring scalable, efficient, compliant execution as the two companies converge onto unified quote-to-order systems.
- Partner with Systems, Legal, and Finance to deliver a unified, high-quality quoting and contracting experience across CPQ, CLM, and order management.
- New product introduction and pricing operations
- Partner with Product, Pricing, and Monetization on new product introduction (NPI), making sure new products and packaging land with a clear deal construct, approval path, and field enablement at launch.
- Oversee the Pricing Operations function, supporting packaging, SKU rationalization, and consistent, well-governed pricing execution across the portfolio.
- Marketplace strategy and operations
- Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, ensuring a streamlined and compliant transaction experience for customers.
- Shape policies and operational standards for our marketplace presence, and drive cross-functional alignment with Finance, Product, and vendor partners to optimize transaction efficiency and financial accuracy.
Skills We're Looking For- 15+ years of experience in Deal Desk, Deal Strategy, Revenue Operations or Commercial Operations within a global SaaS or subscription-based business, or Strategy Consulting with a focus on B2B Pricing and Deal Strategy.
- 8+ years of leadership experience scaling high-performing teams, including meaningful time at the director and ideally senior director level.
- Strong command of SaaS pricing strategy, with specific depth in consumption-based pricing, commercial governance, discounting and 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 both direct and channel motions, including resellers and cloud marketplaces.
- Working knowledge of revenue recognition principles, with 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.
- Proven ability to influence and collaborate with senior executives across Sales, Finance, Legal, Systems, and Product, with exceptional analytical, strategic-thinking, and problem-solving skills.
- Executive-level communication skills, with the ability to articulate complex concepts simply and persuasively.
- Experience with the commercial tooling a deal process runs on (CPQ, CRM, CLM, and related sales systems), enough to be a strong partner to Systems on what is feasible; specific platform experience such as Salesforce or Ironclad is a plus, not a requirement.
- Experience leading through M&A, systems integration, or large-scale organizational change is a strong plus.
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The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
New York Pay Range
$208,051-$260,064 USD
Perks and Benefits- 100% employer-paid medical insurance*
- Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus 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 fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*May vary by country and worker type - please reach out to your recruiter for more information
Click here to learn more about Fivetran's Benefits by Region.
