Global Head of Deal Strategy and Operations

The role

The Global Head of Deal Strategy and Operations leads the worldwide deal function for the combined Fivetran and dbt Labs business. This role owns deal structures, pricing inputs, policies, and governance to drive revenue and velocity. The leader manages a global team and acts as a commercial advisor to GTM leadership.

What you will do

• Lead, mentor, and inspire a high-performing global Deal Desk organization.
• Own and execute the global vision for the Deal Desk organization.
• Conceptualize and launch new commercial strategies and deal constructs.
• Lead commercial strategy for the Fivetran + dbt integration.
• Provide strategic counsel to senior sales leadership on complex deal structures.
• Engage directly with customers on strategic, high-value negotiations.
• Set the vision for an AI-native deal desk using agents and automation.
• Document and enforce global approval policies and commercial guardrails.
• Lead the strategy and roadmap for deal infrastructure.
• Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks.

Required qualifications

• 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
• 8+ years of leadership experience scaling high-performing teams, including time at the director and ideally senior director level.
• Strong command of SaaS pricing strategy, including consumption-based pricing, commercial governance, discounting and margin considerations, and contract risk mitigation.
• Track record of building scalable deal processes and improving deal velocity.
• Experience structuring deals across both direct and channel motions, including resellers and cloud marketplaces.
• Working knowledge of revenue recognition principles.
• Experience applying AI tools to improve deal operations.
• Ability to influence and collaborate with senior executives across Sales, Finance, Legal, Systems, and Product.
• Executive-level communication skills.
• Experience with commercial tooling including CPQ, CRM, and CLM.

Nice to have

• Specific platform experience such as Salesforce or Ironclad
• Experience leading through M&A, systems integration, or large-scale organizational change

Benefits

• 100% employer-paid medical insurance
• Generous paid time away from work, including 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
• 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

About the company

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.