Deal Desk Strategist

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 

• 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.