Deal Desk Strategist

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.

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.

  Remote-Global

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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.  

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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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