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Deal Desk

Levels

Deal Desk Specialist

The Deal Desk Specialist reports to Manager, Deal Desk.

Deal Desk Specialist Job Grade

The Deal Desk Specialist is a grade 5.

Deal Desk Specialist 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

Deal Desk Specialist 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
  • Ability to use GitLab

Deal Desk Analyst

The Deal Desk Analyst reports to the Manager, Deal Desk.

Deal Desk Analyst Job Grade

The Deal Desk Analyst is a grade 6.

Deal Desk Analyst Responsibilities

  • Extends that of the Deal Desk Specialist responsibilities
  • 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

Deal Desk Analyst Requirements

  • Extends that of the Deal Desk Specialist requirements
  • BA/BS degree
  • 2+ years of proven success in Enterprise SaaS/B2B Industry, Deal Desk, Finance, Sales Operations or Pricing experience preferred
  • Strong understanding of software revenue recognition and order process principles required
  • 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, Salesforce.com, Zuora or similar CPQ tools
  • Ability to thrive in a fully remote organization

Manager, Deal Desk

The Manager, Deal Desk reports to the Senior Manager, Deal Desk.

Manager, Deal Desk Job Grade

The Manager, Deal Desk is a grade 8.

Manager, Deal Desk 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

Manager, Deal Desk 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, Salesforce.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

Senior Manager, Deal Desk

The Senior Manager, Deal Desk reports to the Sr. Director, Sales Operations.

Senior Manager, Deal Desk Job Grade

The Senior Manager, Deal Desk is a grade 9.

Senior Manager, Deal Desk Responsibilities

  • Extends that of the Manager, Deal Desk responsibilities
  • Managing cross functional projects to improve the entire Quote to cash process
  • Create and deliver sales enablement on topics related to quoting, deal closure and bookings policy
  • Implement new software and software enhancements to support Sales needs
  • Work with finance to enforce and iterate on our bookings policies
  • Serve as principal liason with financial compliance teams

Senior Manager, Deal Desk Requirements

  • Extends that of the Manager, Deal Desk requirements
  • 5+ years of proven success in Enterprise SaaS/B2B Industry, Deal Desk, Finance, Sales Operations or Pricing experience preferred
  • Familiarity with pre-IPO compliance topics
  • Strong executive presence

Performance Indicators

As with all roles in the Sales Department the Deal Desk participates in the Sales KPIs.

Career Ladder

The next steps for the Deal Desk Job Family is to move to the Sales Operations Job Family.

Hiring Process

Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

  • Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
  • Next, candidates will be invited to schedule a first interview with the Hiring Manager
  • Next, candidates will be invited to interview with 2-5 Team Members
  • There may be a final executive interview

Additional details about our process can be found on our hiring page.

Compensation

Compensation information for this role can be found on our Sales Commissions handbook page. On this page, we have an overview of the standard OTE base and variable split for each Sales job family. Also listed on the page, is our quota ramp information by segment as well as our seasonality assumptions. New salespeople who join after the fiscal year may be eligible for a super commission rate which pays out at a higher rate until the ramped quota is met - watch the video on the page to learn more!
Sales compensation plans are governed by the Sales Compensation Plan terms and conditions. Some differences may apply. For any specific compensation questions, please contact your manager (current manager or hiring manager).

Compensation Calculator

To find out more about the compensation for this role, please join our talent community first. Once you've joined, you'll be able to sign up here to view our compensation calculator. Be sure to use the same email address for both.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 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.

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See our culture page for more!

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