Chief Deal Strategy & Global Operations

Candidate; Oakland (CA); Hybrid; USD 208,000 - 260,000; Full time

Benefits offered by this job

100% employer-paid medical insurance

Generous paid time away

RSU stock grants

Professional development and training

Company virtual happy hours and team‑b

Monthly cell phone stipend

Mental health support platform

Job summary

Fivetran seeks a Global Head of Deal Strategy and Operations to lead the worldwide deal function for the rapidly scaling data business formed with dbt Labs. This role owns deal structures, pricing inputs, policies, and governance that drive revenue, higher ASP, and faster, lower-risk terms across regions and segments.

The leader will drive the integration of two commercial engines, set the global operating model, and partner with Sales, Finance, Legal, Product, and Systems to ensure fast,

Qualifications

• 15+ years in Deal Desk/Strategy or related roles in global SaaS or subscription businesses
• 8+ years of leadership scaling high‑performing teams
• Strong SaaS pricing expertise, incl. consumption-based pricing and governance

Responsibilities

• Lead, mentor, and inspire a global Deal Desk organization.
• Own and execute the global vision for the combined Deal Desk.
• Provide strategic counsel on complex deal structures, pricing, concessions and negotiation strategy.
• Lead AI-enabled deal lifecycle automation and tiered service models.
• Document and enforce global approval policies, SLAs, and governance across Sales, Finance and Legal.
• Lead strategy and roadmap for deal infrastructure and unified quote-to-order systems.
• Partner on new product introduction and pricing operations, ensuring clear deal constructs.

Skills

Deal Desk experience

Leadership

Pricing strategy

Deal processes

Direct & channel deals

Revenue recognition

AI in deals

Stakeholder mgmt

Communication

Sales tooling

M&A experience

Job description

Fivetran seeks a Global Head of Deal Strategy and Operations to lead the worldwide deal function for the rapidly scaling data business formed with dbt Labs. This role owns deal structures, pricing inputs, policies, and governance that drive revenue, higher ASP, and faster, lower-risk terms across regions and segments.

The leader will drive the integration of two commercial engines, set the global operating model, and partner with Sales, Finance, Legal, Product, and Systems to ensure fast,