Quote to Cash
Levels
Senior Manager, Quote to Cash
The Senior Manager, Quote to Cash reports to the Senior Director, Sales Operations
Senior Manager, Quote to Cash Job Grade
The Senior Manager, Quote to Cash is a grade 9.
Senior Manager, Quote to Cash Responsibilities
- Serve as primary program manager for many Quote to Cash projects
- Serve in an advisory role to the Deal Desk & Sales Operations teams across GitLab
- Partner with our enablement team to ramp our sales team on new and existing processes related to Quote to Cash
- Serve as principal Q2C representative with our Sales Systems & Product teams to prioritize & iterate on our systems & data
- Define and deliver analytics on Q2C success metrics from sources across departments
- Quote velocity metrics
- Quote to Cash operational metrics - i.e. quote and opportunity approval volume and trends
- Automation efficiency metrics (e.g. % of quotes requiring manual intervention)
- Pricing & packaging trends
Senior Manager, Quote to Cash Requirements
- Demonstrated proficiency in Deal Desk/Quoting Operations
- Strong knowledge of CPQ best practices and industry trends
- Thorough understanding of financial & legal bookings requirements
- Strong collaboration and communication skills, frequent executive level presentations
- Strong problem solving skills
- Familiarity with Zuora CPQ, SFDC & GitLab a plus
- Strong quantitative skills and highly proficient in gSuite, Salesforce.com, Zuora or similar CPQ tools
- Interest in GitLab, and open source software, ability to use GitLab
- You share our values, and work in accordance with those values
- Ability to use GitLab
- Aligns with GitLab [Values](/handbook/values/
Performance Indicators
- As with all roles in the Sales Department the Senior Manager, Quote to Cash participates in the Sales KPIs https://about.gitlab.com/company/kpis/#sales-kpis
- Overall Quote to Cash Performance Indicators across multiple departments
- -Deal Desk SLAs
- Billing SLAs
- Licensing performance indicators (success rate, delivery time)
- Customer support tickets related to licensing/purchasing
- Internal customer & Buyer satisfaction
- Field sales Satisfaction
- Efficiency in resolving issues
- Transparency in addressing ongoing problems, SLAs, and field expectations
Career Ladder
The next step for the Senior Manager, Quote to Cash is the Director, Quote to Cash.
Director, Quote to Cash
The Director, Quote to Cash reports to the Senior Director, Sales Operations
Director, Quote to Cash Job Grade
The Director, Quote to Cash is a grade 10.
Director, Quote to Cash Responsibilities
In addition to the responsibilities of the Senior Manager, Quote to Cash below, the Director, Quote to Cash is responsible for:
- Serve as primary Program manager for Quote to Cash, partnering with Finance, Product, Sales (including online sales) & Revenue Operations
- Serve as lead of Buyer Experience Group
- Partner with Senior leadership to define the future state of Quote to Cash
- Own the creation and iteration of:
- Current state process workflow documentation
- GitLab’s holistic Quote to Cash roadmap including current and future toolsets
- Milestone-based roadmap of releases to the field
- Define and document best in class Q2C processes to support our internal and external customers
- Serve in an advisory role to the Deal Desk & Sales Operations teams across GitLab
- Partner with our enablement team to ramp our sales team on new and existing processes related to Quote to Cash
- Serve as principal with our Sales Systems & Product teams to prioritize & iterate on our systems & data
- Define and deliver analytics on Q2C success metrics from sources across departments
- Quote velocity metrics
- Quote to Cash operational metrics - i.e. quote and opportunity approval volume and trends
- Automation efficiency metrics (e.g. % of quotes requiring manual intervention)
- Pricing & packaging trends
Director, Quote to Cash Requirements
- Demonstrated proficiency in Deal Desk/Quoting Operations
- Strong knowledge of CPQ best practices and industry trends
- Thorough understanding of financial & legal bookings requirements
- Strong collaboration and communication skills, frequent executive level presentations
- Strong problem solving skills
- Familiarity with Zuora CPQ, SFDC & GitLab a plus
- Strong quantitative skills and highly proficient in gSuite, Salesforce.com, Zuora or similar CPQ tools
- Interest in GitLab, and open source software, ability to use GitLab
- You share our values, and work in accordance with those values
- Ability to use GitLab
- Aligns with GitLab [Values](/handbook/values/
Performance Indicators
- As with all roles in the Sales Department the Director, Quote to Cash participates in the Sales KPIs https://about.gitlab.com/company/kpis/#sales-kpis
- Overall Quote to Cash Performance Indicators across multiple departments
- -Deal Desk SLAs
- -Billing SLAs
- -Licensing performance indicators (success rate, delivery time)
- -Customer support tickets related to licensing/purchasing
- Internal customer & Buyer satisfaction
- -Field sales Satisfaction
- -Efficiency in resolving issues
- -Transparency in addressing ongoing problems, SLAs, and field expectations
Career Ladder
The next steps for the Director, Quote to Cash job family has not yet been defined.
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, qualified candidates will be invited to schedule a first interview with the Hiring Manager
- Next, qualified candidates will be invited to interview with 2-5 team members
- There may be a final executive interview for qualified candidates
Additional details about our process can be found on our hiring page.
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.
We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, 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:
- Mission: Everyone can contribute
- Results: Fast growth, ambitious vision
- Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
- Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
- Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
- Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
- Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
- Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
- Work/Life Harmony: Flexible workday, Family and Friends days
- Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices
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 and guides.
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