Deal Desk Strategist

GitLab's Deal Desk team partners closely with our Field Organization to support Quoting, Pricing structure and booking transactions. This team serves as the primary liaison between our Sales & Finance teams and is responsible for the efficient, accurate and timely sales bookings. As part of the larger Revenue Operations team, the Deal Desk team supports our constantly changing and complex business as we launch new products, implement new processes and expand into new countries.

We're looking for an experienced, dedicated and empathetic Deal Desk Strategist to join our EMEA Deal Desk team supporting our EMEA region. Our EMEA Deal Desk team is distributed across Europe and supports teams in the region, maintaining SLAs and supporting our EMEA sales teams as GitLab's customer base continues to grow. 

 

What you’ll do  

• Act as a trusted advisor & go-to resource on deal structure, quoting, and order form creation; advises on various contract options to drive deal closure
• Develop knowledge of Gitlab products and pricing models to provide deal structuring and quoting support to our EMEA sales teams
• Support sales as primary advisor for all questions related to deal structure, opportunity booking, subscription management and license delivery
• Interpret deal intent and advise on required approvals based on Deal Approval Matrix, when needed helping obtain approvals
• Review and analyze complex customer contracts and custom, non-standard deal structures to ensure compliance with Gitlab policies (commercial, finance, and legal) and alignment with company objectives
• Act as the point of contact for escalations and complex deal approvals, working closely with cross-functional teams to resolve issues
• Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
• Work cross-functionally teams (Legal,Billing, Channel, Revenue) to support the Quote to Cash process
• Responsible for reviewing SFDC opportunities to result in accurate booking metrics (Net ARR, ARR Basis, Amount, Recurring Amount) 
• Collaborate with system teams to identify solutions for common QTC errors
• Participate in sales region forecast calls, QBRs, & EoQ Daily Standups

 

What you’ll bring 

• Creative problem solving to meet customer needs adhering to Gitlab policies
• Proven experience in Deal Desk/Sales quoting functions, contract management
• Collaborative style with the ability to communicate clearly and precisely on technical and operational issues
• A strong understanding of revenue recognition in context of contract structures
• A strong understanding of legal documents/terms impacting contract structuring
• Strong sense of ethics and commitment to Transparency
• Exceptional attention to detail 
• Technical acumen, especially around CPQ tools
• Experience with Zuora is a plus
• A sense of humor and curiosity and compassion for our customers
• Proven leadership and experience in working across multiple functional areas
• Exceptional communication and interpersonal skills for collaboration across teams.
• Strong organizational skills and the ability to manage multiple complex tasks concurrently
• Excellent documentation skills and strong attention to detail
• You meet the eligibility criteria for internal applicants

About the team

The Global Deal Desk team reports into the CRO org, there are 6 members in the  EMEA team including the manager. Ex. Thanks to our Transparency value, you can see what we are working on in our Team page. You can even see our roadmap and listen to some of our meetings. 

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave 
• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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Last updated on Aug 13, 2024