Deal Desk Analyst
GitlabJob Summary
GitLab's Deal Desk team supports the Field Organization with quoting, pricing structures, and booking transactions. The role involves acting as a trusted advisor on deal structure, developing product knowledge, supporting sales teams, interpreting contracts, ensuring compliance, collaborating across functions, reviewing opportunities for accurate metrics, identifying QTC solutions, participating in forecasts, and maintaining strong communication skills.
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 Analyst 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, Office hours
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
