Global Head of Deal Desk

Fivetran Inc.

Job Overview

Location

Oakland, California, United States, AMER

Job Type

Full-time

Full Job Description

📋 Description

• Lead the global Deal Desk function at Fivetran, a critical enabler of predictable, efficient, and commercially sound deal execution across all regions and segments for a rapidly scaling SaaS business valued at over $5.6 billion.
• Drive strategic vision, operational excellence, and cross-functional alignment to ensure deal structures, pricing, and contracting processes support revenue growth while maintaining rigorous governance and compliance.
• What the person will do day to day:
• Develop and execute the global vision for the Deal Desk organization, building the operating model, team structure, and governance framework needed to support a global enterprise sales engine aligned with company growth objectives.
• Partner with Systems, Legal, and Finance teams to drive deal infrastructure strategy, enhancing automation, data integrity, and compliance in quoting and contracting experiences across CPQ, Salesforce, and CLM systems.
• Provide strategic counsel to senior sales leadership on complex deal structures, pricing options, concessions, and negotiation strategies, balancing commercial creativity with rigorous policy adherence for high-risk or non-standard deals.
• Document and enforce global approval policies, SLAs, and commercial guardrails across Sales, Finance, and Legal, leading alignment on exceptions and deal risk mitigation to ensure revenue predictability and hygiene.
• Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, shaping policies and operational standards to streamline transactions and optimize financial accuracy with vendor partners.
• Support the design and refinement of a global customer buying experience that is intuitive, transparent, and scalable, reducing friction and enabling sales and internal teams on deal processes and systems.
• Mentor and inspire a high-performing global Deal Desk team, fostering a culture of accountability, operational excellence, commercial rigor, and exceptional partnership with Sales through leadership and organizational development.
• About the team or company:
• Fivetran’s mission is to make data access as simple and reliable as electricity, serving organizations worldwide with automated data integration that requires no engineering or maintenance.
• The company values diversity, equity, inclusion, and belonging, and operates with core values of Get Stuck In, Do the Right Thing, and One Team, One Dream, backed by a $5.6+ billion valuation and recognition in Forbes.
• What the person can learn or achieve in this role:
• Shape the future of commercial operations at a high-growth, globally scaled SaaS leader, gaining executive-level experience in deal strategy, systems optimization, and cross-functional executive influence.
• Build and scale a world-class Deal Desk function from strategy to execution, directly impacting revenue predictability, deal velocity, and customer experience while advancing expertise in SaaS pricing, CPQ, CLM, and marketplace operations.

🎯 Requirements

• 10+ years of experience in Deal Desk, Revenue Operations, or Commercial Operations within a global SaaS or subscription-based business.
• 5+ years of experience leading and scaling high-performing teams, ideally in a senior director or equivalent leadership role.
• Deep expertise with CPQ, Salesforce, and CLM systems (preferably Ironclad), along with strong command of SaaS pricing strategy, consumption-based models, discounting, margin considerations, and contract risk mitigation.

🏖️ Benefits

• 100% employer-paid medical insurance
• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave, holidays, and volunteer days off
• RSU stock grants
• Professional development and training opportunities
• Monthly cell phone stipend
• Access to an innovative mental health support platform offering therapy, coaching, and self-guided mindfulness exercises for employees and dependents

Skills & Technologies

AWS

Azure

GCP

Remote

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Fivetran Inc.

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About Fivetran Inc.

Fivetran Inc. provides automated data integration software that replicates application, database, and event data into cloud data warehouses. It manages schema drift, incremental updates, and normalization, enabling analysts to query live data without engineering overhead. The company serves enterprises needing reliable, governed data pipelines across systems like Salesforce, MySQL, and Snowflake. Founded in 2012, it is headquartered in Oakland, California, with global offices, and operates on a subscription revenue model.

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