Deal Desk

Specialist

The Deal Desk Specialist is responsible for supporting the Field Teams in renewing customers, leveraging pricing strategy, quote management, facilitating contract reviews, and identifying upsell and cross sell opportunities. This position works collaboratively with the Field and internal organizations such as Legal, Finance, Support and Sales Operations to ensure deals are executed with velocity and accuracy. This position reports to the Sales Operations Manager.

Responsibilities

Serve as the trusted adviser to Field Team on all renewal deal related matters, advise the team on alternative contract options, and/or value propositioning to help drive deal closures
Manage the day-to-day renewal management, ensuring compliance with published sales and business approval policies
Engage with the Field Team to accelerate deal velocity
Collaborate with impacted parties to identify acceptable options to facilitate deal closure

Requirements

AA degree (BA/BS degree preferred)
2+ years of proven success in Enterprise SaaS/B2B Industry, Deal Desk, Finance, Sales Operations or Pricing experience preferred
Experience in Direct and Channel Sales model is highly desirable
Experience with pricing strategy and international business preferred
Highly organized, customer-focused, innovative and strong attention to details
Excellent communicator, self-aware, transparent, collegial, and open to feedback
Ability to multitask and prioritize at times of high volume
Interest in GitLab, and open source software
You share our values, and work in accordance with those values
Ability to thrive in a fully remote organization
Leadership at GitLab

Analyst

Deal Desk Analysts are responsible for supporting the Field Teams in structuring deals, leveraging pricing strategy, quote management, facilitating contract reviews, and managing the overall quote-to-cash processes. This position works collaboratively with the field and internal organizations such as Legal, Finance, Support, and Sales Ops to ensure deals are structured and negotiated to comply with Gitlab’s policies and processes. They are expected need to become an expert of GitLab and help to optimize our quote-to-cash processes and tools. This position reports to the Sales Operations Manager.

Responsibilities

Serve as the trusted adviser to Field Team on all deal related matters, advise the team on alternative contract options, and/or value propositioning to help drive deal closures
Manage the day-to-day quote management, pricing approvals, ensuring compliance with published sales and business approval policies
Provide proactive support and guidance to the Field Team in order to help drive new deals as well as up-sell opportunities.
Engage with the Field Team to accelerate deal velocity and execute on deal closure
Collaborate with impacted parties to identify acceptable options to facilitate deal closure
Maintain and enforce agreed upon departmental review and approval SLAs
Run end of period cadence to effective manage resources and provide appropriate visibility/escalations
Partner with Sales Operations on process/system improvements, sales enablement and special projects
Deliver relevant training to new and existing sales people on deal desk, order processes and overall QTC best practices

Requirements

BA/BS degree
2+ years of proven success in Enterprise SaaS/B2B Industry, Deal Desk, Finance, Sales Operations or Pricing experience preferred
Experience in Direct and Channel Sales model is highly desirable
Experience with pricing strategy and international business preferred
Strong understanding of software revenue recognition and order process principles required
Highly organized, customer-focused, innovative and strong attention to details
Excellent communicator, self-aware, transparent, collegial, and open to feedback
Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
Demonstrated ability to partner with GTM Teams and other cross functional departments
Ability to multitask and prioritize at times of high volume
Strong quantitative skills and highly proficient in Excel, PowerPoint, Saleforce.com, Zuora or similar CPQ tools
Interest in GitLab, and open source software
You share our values, and work in accordance with those values
Ability to thrive in a fully remote organization

Manager

The Deal Desk Manager is responsible for supporting the Field Teams in structuring deals, leveraging pricing strategy, quote management, facilitating contract reviews/negotiations, and managing overall quote-to-cash processes. This position works collaboratively with the Field and internal organizations such as Legal, Finance, Support and Sales Ops to ensure deals are structured and negotiated to comply with Gitlab’s policies and processes. They will be an expert of GitLab and help to optimize our quote-to-cash processes and tools. his position reports to the Sales Operations Manager.

Responsibilities

Serve as the trusted adviser to Field Team on all deal related matters, advise the team on alternative contract options, and/or value propositioning to help drive deal closures
Manage the day-to-day quote management, pricing approvals, ensuring compliance with published sales and business approval policies
Provide proactive support and guidance to the Field Team in order to help drive new deals as well as up-sell opportunities.
Engage with the Field Team to accelerate deal velocity and execute on deal closure
Collaborate with impacted parties to identify acceptable options to facilitate deal closure
Assist to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
Maintain and enforce agreed upon departmental review and approval SLAs
Develop and drive initiatives to improve productivity, deal desk improvements, company deal policies and simplifying processes throughout the Sales Operations and Sales Organization
Run end of period cadence to effective manage resources and provide appropriate visibility/escalations
Partner with Sales Operations on process/system improvements, sales enablement and special projects
Deliver relevant training to new and existing sales people on deal desk, order processes and overall QTC best practices

Requirements

BA/BS degree
5+ years of proven success in Enterprise SaaS/B2B Industry, Deal Desk, Finance, Sales Operations or Pricing experience preferred
Experience in Direct and Channel Sales model is highly desirable
Strong experience in contract/legal negotiations with enterprise customers and working with enterprise sales teams.
Experience with pricing strategy and international business preferred
Strong understanding of software revenue recognition and order process principles required
Highly organized, customer-focused, innovative and strong attention to details
Able to speak to senior audiences and command the respect of field teams
Excellent communicator, self-aware, transparent, collegial, and open to feedback
Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
Demonstrated ability to partner with GTM Teams and other cross functional departments
Ability to multitask and prioritize at times of high volume
Strong quantitative skills and highly proficient in Excel, PowerPoint, Saleforce.com, Zuora or similar CPQ tools
Interest in GitLab, and open source software
You share our values, and work in accordance with those values
Ability to thrive in a fully remote organization

Hiring Process

Screening call with recruiter
Interview with the Hiring Manager
Interview with 2-3 additional team members
Final interview with an Executive

Compensation

Components

Compensation at GitLab consists of:

Base salary
Options
Bonus in some functions
Discretionary bonus
Retirement contributions in eligible regions
Pay for equipment
Remote work
Unlimited time off
Benefits

Base salary calculator

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Annual Compensation

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Apply

Please note that if we are actively hiring for a position, you will see it listed on our jobs page, where all of our current openings are advertised. To apply, please click on the name of the role you are interested in, which will take you to our applicant tracking system (ATS), Greenhouse.

Avoid the confidence gap; you do not have to match all the listed requirements exactly to apply. Our hiring process is described in more detail in our hiring handbook.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 1,000 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, frugality, collaboration, directness, kindness, diversity, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 reasons to work for GitLab:

Work with helpful, kind, motivated, and talented people.
Work remote so you have no commute and are free to travel and move.
Have flexible work hours so you are there for other people and free to plan the day how you like.
Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.
Work on open source software so you can interact with a large community and can show your work.
Work on a product you use every day: we drink our own wine.
Work on a product used by lots of people that care about what you do.
As a company we contribute more than we take, most of our work is released as the open source GitLab CE.
Focused on results, not on long hours, so that you can have a life and don't burn out.
Open internal processes: know what you're getting in to and be assured we're thoughtful and effective.

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto.