Global Head of Deal Desk, Fivetran
$176.3-220.3k
2 days a week in office
Automated data movement platform
Open for applications
Automated data movement platform
1001+ employees
Open for applications
$176.3-220.3k
2 days a week in office
1001+ employees
Company mission
To make access to data s simple and reliable as electricity.
Role
Who you are
- 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, CLM systems (preferably Ironclad), and marketplace transaction models
- Strong command of SaaS pricing strategy - specifically consumption-based pricing models, commercial governance, discounting and margin considerations, and contract risk mitigation
- Track record of building scalable deal processes, implementing robust approval frameworks, and improving deal velocity in complex environments
- Proven ability to influence and collaborate with senior executives across Sales, Finance, Legal, Systems, and Product
- Exceptional analytical, strategic thinking, and problem-solving skills
- Executive-level communication skills with the ability to articulate complex concepts simply and persuasively
What the job involves
- We are seeking a highly experienced and strategic Global Head of Deal Desk to lead the evolution of our worldwide Deal Desk function for a rapidly scaling SaaS business
- This senior leader will drive the frameworks, processes, and governance that enable predictable, efficient, and commercially sound deal execution across all regions and segments
- The Global Head of Deal Desk will serve as a critical partner to Sales, Finance, Legal, Product, Systems, and Partner Marketplace teams—driving alignment on deal structure, commercial policy, and risk mitigation
- This role requires an executive-level operator who can move seamlessly between long-term strategy and hands-on problem solving
- The ideal candidate has a proven track record scaling Deal Desk in a global, complex, high-growth SaaS environment and excels at leading teams through change
- Strategic Leadership & Vision - Develop and execute the global vision for the Deal Desk organization, ensuring alignment with company growth objectives and revenue strategy. Build the operating model, team structure, and governance framework needed to support a global enterprise sales engine. Serve as an advisor on commercial strategy, pricing trends and deal health
- Deal Systems, Infrastructure & Scalability- Help support the strategy and roadmap for deal infrastructure to ensure scalable, efficient, and compliant deal execution. Working with our Systems team, drive system enhancements that increase automation, improve data integrity, and reduce operational friction for sellers and cross-functional stakeholders. Partner with Legal, Finance, and Systems leadership to maintain a unified, high-quality quoting and contracting experience
- Commercial Guidance & Executive Escalation - Provide strategic counsel to senior sales leadership and account teams on complex deal structures, pricing options, concessions, and negotiation strategy. Act as an advisor for high-risk, non-standard, or strategically significant commercial discussions. Balance commercial creativity with rigorous governance, ensuring predictable, policy-aligned deal outcomes
- Deal Governance & Cross-Functional Alignment - Document and enforce global approval policies, SLAs, and commercial guardrails across Sales, Finance, and Legal. Lead alignment on commercial exceptions, and deal risk mitigation. Partner with Finance leadership to ensure revenue predictability, deal hygiene, and commercial compliance
- Marketplace Strategy & Operations - Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, ensuring a streamlined and compliant transaction experience for customers. Shape policies and operational standards for Fivetran’s marketplace presence. Drive cross-functional alignment with Finance, Product, and vendor partners to optimize marketplace transaction efficiency and financial accuracy
- Customer Buying Experience - Support the design and continuous refinement of a global purchasing experience that is intuitive, transparent, and scalable. Simplify processes, reduce friction, and create predictable pathways for customers and internal teams navigating the buying journey. Ensure sales and supporting teams are fully enabled on deal processes, systems, and policies
- Team Leadership & Organizational Development - Mentor and inspire a high-performing global Deal Desk organization. Foster a culture of accountability, operational excellence, commercial rigor, and exceptional partnership with Sales
- Success Metrics
- Predictable, efficient global deal execution
- Reduced deal cycle time and improved sales velocity
- Consistent application of commercial policies and guardrails
- Increased deal accuracy, quality, and compliance
- Scalable infrastructure that supports company growth
- High satisfaction from Sales and cross-functional partners
- Strong team engagement, capability building, and retention
Our take
Fivetran is a data integration company focused on one simple idea: making data easy to move and use. It provides a fully managed platform that automatically moves data from hundreds of sources into cloud destinations, helping team centralize information without building or maintaining complex pipelines. So, by handling the heavy lifting behind the scenes, Fivetran allows organizations to spend less time managing infrastructure and more time working on their data.
This approach has a real and growing impact, with more than 700 fully managed connectors, Fivetran supports hybrid and multi-cloud environments and keeps data accurate and secure as it flows into analytics and AI systems. Trusted by over 7,600 customers worldwide, the platform helps businesses standardize how data is collected and shared across teams, breaking down silos and making insights more accessible. And the result is a stronger data foundation that supports faster decision-making and innovation.
In 2025, the company's momentum was also recognized with a Microsoft Marketplace Partner of the Year Award and a finalist spot for Microsoft's Americas Emerging Partner of the Year. These milestones reflect its role in helping enterprises modernize data infrastructure on Microsoft Azure and prepare for AI-driven workloads. By continuing to deepen its partnerships and focus on reliable, automated data movement, Fivetran is well positioned to carry this success forward as organizations increasingly rely on data s the backbone of future intelligence.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-2% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2021
$565m
SERIES D
Jun 2020
$100m
SERIES C
Total funding: $727.7m
Company HQ
Downtown, Oakland, CA
Leadership
George Fraser
(CEO)George graduated with a PhD in Neurobiology from the University of Pittsburgh.
Taylor Brown
(COO)Taylor studied Business Administration (focusing on design strategy) at California College of the Arts to Masters level.
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