GitLab
Deal Desk Strategist
Job Summary
This role involves managing cloud marketplace transactions, advising on deal structures, and ensuring accurate booking within a sales support team. The candidate will collaborate with sales, finance, and cross-functional stakeholders to facilitate the quote-to-cash process and support revenue recognition. Expertise in Salesforce, cloud portals, and contractual understanding is essential for navigating complex marketplace deals. The position supports remote work and emphasizes attention to detail, transparency, and cross-team collaboration.
Required Skills
Benefits
Job Description
GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.
An Overview Of This Role
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 AMER Deal Desk team as one of the SME in marketplace operations supporting our AMER East and EMEA region. Our AMER Deal Desk team is distributed across the U.S. and supports teams in the U.S., Canada, & South America, maintaining SLAs and supporting our AMER sales teams as GitLab's customer base continues to grow.
This role requires availability during East Coast (ET) business hours to effectively support both our EMEA and AMER teams.
What You’ll Do
- Execute and manage Cloud Marketplace offer transactions through platforms like AWS, GCP, and using Tackle
- Act as a trusted advisor & go-to resource on deal structure, discounting, quoting, and order form creation; advises on various contract options to drive deal closure
- Support sales by being the primary point of contact for all questions related to deal structure, opportunity booking, subscription management and license delivery
- Navigate complex deal cycles alongside sales by partnering with key internal stakeholders to fulfill all necessary deal requirements
- Review Marketplace offers, SFDC Quotes and Order Forms for accuracy ensuring deal intent is captured, revising when necessary
- Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
- Partner with cross-functional teams (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
- Ability to work in the Eastern Time Zone to provide coverage for both EMEA and AMER teams
- Strong knowledge of - Salesforce, Tackle.io, Tableau
- Hands on experience with AWS/GCP Portals and knowledge of console navigation, service offerings, and pricing structures
- Quote Generation: Experience using cloud provider pricing calculators
- Experience managing complex marketplace structures such as multi-tiered partner arrangements, cancelations, or transactions requiring support tickets.
- The ability to provide quoting and discounting guidance based on analytical findings
- A strong understanding of revenue recognition in context of contract structures
- A strong understanding of legal documents/terms impacting contract structuring
- Technical acumen, especially around CPQ and marketplace tools
- Experience with Zuora is a plus
- Strong sense of ethics and commitment to transparency
- Exceptional attention to detail
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 Fund
- 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.
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
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