Interview Studio

Requirements found

Recruiting Marketing (must) Sales (must) Team Leadership Negotiation (must) Compliance Salesforce (nice) Training (must)

What this posting asks for

Level: Manager — The title says "Head of".

Main responsibilities

• Team leadership and organizational development
• Lead, mentor, and inspire a high-performing global Deal Desk organization.
• Coach the team to operate as commercial advisors to the field, raising the strategic value of every interaction with Sales.
• Build capability and bench strength, reducing key-person dependency as the team scales.
• Strategic leadership and vision
• Own and execute the global vision for the Deal Desk organization across the combined Fivetran + dbt business.
• Conceptualize and launch new, high-impact commercial strategies and deal constructs (e.g. multi-year deals, shift to consumption-based pricing, and product-s…
• Lead commercial strategy for the Fivetran + dbt integration, landing one combined operating model, policy set, and deal construct.
• Build the team structure, governance framework, and ways of working needed to support a global enterprise sales engine selling a multi-product, consumption-b…
• Position the deal function as a driver of growth, net revenue retention, and cross-sell, and align the C-suite behind that mandate.

Competencies an interviewer will look for

• Technical skill Core
  In the posting: “With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required.” · “dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights.” · “Oversee marketplace operations across AWS, GCP, Azure, Snowflake, and Databricks, ensuring a streamlined and compliant transaction experience for customers.”
  Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
• Teamwork and collaboration Core
  In the posting: “Deal governance and cross-functional alignment” · “Partner with Finance and Revenue Accounting to ensure sound revenue recognition, revenue predictability, deal hygiene, and commercial compliance as consumpti…” · “Partner with Systems, Legal, and Finance to deliver a unified, high-quality quoting and contracting experience across CPQ, CLM, and order management.”
  Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
• Leadership and mentoring Core
  In the posting: “The role sets the strategy for how deals get structured, priced, routed, reviewed, and approved, and acts as a key commercial advisor to GTM leadership on th…” · “Team leadership and organizational development” · “Lead, mentor, and inspire a high-performing global Deal Desk organization.”
  Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
• Customer focus Core
  In the posting: “With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required.” · “As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our…” · “Engage directly with customers on strategic, high-value negotiations when needed, representing the company with credibility.”
  Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
• Planning and organisation Core
  In the posting: “We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.” · “Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.” · “Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through…”
  Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
• Data and analysis Core
  In the posting: “From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity.” · “With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required.” · “We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.”
  Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
• Attention to detail and quality Core
  In the posting: “Act as the trusted advisor for high-risk, non-standard, and strategically significant commercial discussions.” · “Scale AI-enabled workflows that improve seller productivity, deal quality, approval consistency, and speed, building on an existing foundation of deal-desk A…” · “Partner with Finance and Revenue Accounting to ensure sound revenue recognition, revenue predictability, deal hygiene, and commercial compliance as consumpti…”
  Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
• Stakeholder management Core
  In the posting: “It leads a global team across the Americas, EMEA, and APAC and partners closely with Sales, Finance, Legal, Product, Systems, Pricing, and Partner Marketplac…” · “Commercial guidance and executive escalation” · “Provide strategic counsel to senior sales leadership and account teams on complex deal structures, pricing options, concessions, and negotiation strategy.”
  Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
• Problem solving Core
  In the posting: “The ideal candidate moves fluidly between long-term commercial strategy and hands-on problem solving, has a proven track record scaling a deal function in a …” · “Proven ability to influence and collaborate with senior executives across Sales, Finance, Legal, Systems, and Product, with exceptional analytical, strategic…”
  Show it by: Describes a real problem, the options considered and the one chosen; Shows how the cause was found, not just the fix.
• Communication Supporting
  In the posting: “Executive-level communication skills, with the ability to articulate complex concepts simply and persuasively.”
  Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
• Ownership and accountability Supporting
  In the posting: “Build a tiered service model where automation handles standardized, low-risk deals end to end, so the team's time goes to complex, strategic ones.”
  Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
• Adaptability and learning Supporting
  In the posting: “Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive paren…”
  Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.

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