Global Deal Strategy & Operations Leader

Fivetran, Inc.; Denver (CO); Hybrid; USD 201,000 - 251,000; Full time

Benefits offered by this job

Medical insurance

RSU stock grants

Professional development

Paid time off

Cell phone stipend

Mental health resources

Job summary

Fivetran is seeking a Global Head of Deal Strategy and Operations to lead the worldwide deal function for a scaling data business formed by Fivetran and dbt Labs. This role combines strategic leadership with hands-on execution, shaping deal structures, pricing policies, and governance across regions.

You will build and mentor a global Deal Desk team, drive AI-enabled automation, and partner with Sales, Finance, Legal, Product, and Systems to accelerate revenue growth while reducing risk.

Qualifications

• 15+ years of experience in Deal Desk, Deal Strategy, Revenue Operations or Commercial Operations within a global SaaS or subscription‑based business
• 8+ years of leadership experience scaling high‑performing teams
• Strong command of SaaS pricing strategy with depth in consumption‑based pricing, governance, discounting and margins
• Track record of building scalable deal processes and robust approvals in high-growth environments
• Experience structuring deals across direct and channel motions, including marketplaces
• Working knowledge of revenue recognition principles and collaboration with Finance on deal structure
• Experience applying AI tools to improve deal operations and seller productivity
• Executive-level communication skills with the ability to influence across Sales, Finance, Legal, Systems, and Product
• Experience with CPQ/CRM/CLM tools; Salesforce is a plus
• Experience leading through M&A, systems integration or large-scale organizational change

Responsibilities

• Lead a global Deal Desk organization and mentor the team
• Act as strategic advisor to sales leadership on complex deal structures and pricing options
• Drive AI-enabled deal lifecycle automation and governance across regions
• Develop and implement global deal constructs, including multi-year, consumption-based pricing and ELAs
• Collaborate with Finance, Legal, Product, Systems, Pricing, and Partners to ensure fast, compliant decisions
• Oversee marketplace operations and alignment of deal policies across product lines
• Partner with executives to drive revenue growth, net revenue retention and cross-sell initiatives
• Build scalable processes and reporting for deal governance and approvals
• Lead integration strategy for the combined Fivetran + dbt portfolio
• Shape the operating model and governance framework for a unified quote-to-order system

Skills

Deal Desk leadership

Revenue Operations

SaaS pricing

Cross-functional leadership

Executive communication

AI in deal ops

M&A experience

CPQ/CRM systems

Pricing governance

Global team leadership

Tools

Salesforce

CPQ tools

CLM

Job description

Fivetran is seeking a Global Head of Deal Strategy and Operations to lead the worldwide deal function for a scaling data business formed by Fivetran and dbt Labs. This role combines strategic leadership with hands-on execution, shaping deal structures, pricing policies, and governance across regions.

You will build and mentor a global Deal Desk team, drive AI-enabled automation, and partner with Sales, Finance, Legal, Product, and Systems to accelerate revenue growth while reducing risk.