Global Head of Deal Strategy & Commercial Ops

Candidate; Austin (TX); Hybrid; USD 201,000 - 251,000; Full time

Benefits offered by this job

100% employer-paid medical insurance

RSU stock grants

Professional development and training

Generous vacation and time off

Monthly cell phone stipend

Job summary

Fivetran is seeking a Global Head of Deal Strategy and Operations to lead the worldwide deal function for the merged Fivetran + dbt Labs business. This role focuses on structuring deals, pricing strategy, and governance to drive revenue growth and operational velocity across regions.

The ideal candidate will manage a global team, set strategic direction, and collaborate with Sales, Finance, Legal, Product, and Systems to ensure fast, consistent, and scalable deal execution in a high-growth SaaS

Qualifications

• 15+ years of experience in Deal Desk, Deal Strategy, Revenue Operations or Commercial Operations.
• 8+ years of leadership experience scaling high-performing teams, including director-level roles.
• Strong command of SaaS pricing, especially consumption-based pricing, governance, discounts and margins.
• Track record of building scalable deal processes and driving deal velocity in complex, high-growth environments.
• Experience structuring deals across direct and channel motions; familiarity with CPQ, CRM, CLM and related tools.
• Executive-level communication skills; ability to influence senior stakeholders across Sales, Finance, Legal, Product and Ops.

Responsibilities

• Lead, mentor, and grow a global Deal Desk organization and act as strategic advisor to Sales leadership.
• Own the global vision for the combined deal function post-integration and launch high-impact commercial strategies.
• Provide strategic counsel on complex deal structures, pricing options, concessions, and negotiation strategy.
• Set the vision for an AI-native deal desk with automation across the deal lifecycle.
• Govern global approval policies, SLAs, and governance across regions and product lines.
• Lead the strategy and roadmap for deal infrastructure (CPQ, CLM, order management).
• Oversee pricing operations, packaging, SKU rationalization, and alignment with product and monetization.
• Coordinate marketplace operations and partner ecosystems to optimize transaction efficiency.

Skills

Deal Desk leadership

Strategic advisory

SaaS pricing strategy

Pricing governance

Executive communication

AI & automation in deals

Cross-functional collaboration

Channel and direct deals

Vendor/CPQ/CRM familiarity

Tools

Salesforce

CPQ

CLM

CRM

Ironclad

Job description

Fivetran is seeking a Global Head of Deal Strategy and Operations to lead the worldwide deal function for the merged Fivetran + dbt Labs business. This role focuses on structuring deals, pricing strategy, and governance to drive revenue growth and operational velocity across regions.

The ideal candidate will manage a global team, set strategic direction, and collaborate with Sales, Finance, Legal, Product, and Systems to ensure fast, consistent, and scalable deal execution in a high-growth SaaS