Senior Director, Deal Desk
G
GitLabEnterprise Software
Location: Remote, USFull-TimeDirector
Salary203,200 - 345,600 USD per year
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Job Details
- Required Skills
- Salesforce
Requirements
- Significant leadership experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function within enterprise software.
- Proven success leading global or multi-region teams that support complex sales motions, high-growth environments, and cross-functional stakeholders.
- Deep understanding of software pricing models, including per-user, tiered, multi-year, usage-based, and hybrid pricing.
- Strong command of bookings policy, revenue recognition concepts, audit readiness, and compliance requirements.
- Fluency with core quote-to-cash systems, including CRM and billing platforms such as Salesforce and Zuora.
- Experience designing or improving approval workflows, escalation paths, service-level expectations, and CPQ-enabled quoting operations.
- Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions.
- Excellent communication and stakeholder management skills, with the ability to influence senior leaders and lead through change.
Responsibilities
- Lead the global Deal Desk organization, including managers and regional teams, and own the hiring, enablement, operating rhythm, and ongoing evolution of the function.
- Own the end-to-end service model for Deal Desk and Order Management, ensuring the team can support increasing deal complexity while maintaining speed, consistency, and control.
- Serve as the executive escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity.
- Own the commercial operating model for consumption-priced and hybrid offers, including standard deal patterns, approval thresholds, exception paths, and field guidance for non-standard structures.
- Partner with Product and Pricing to translate pricing and packaging strategy into executable commercial rules, approval matrices, quoting workflows, and systems requirements for new products, bundles, and monetization changes.
- Define guardrails for multi-year agreements, ramps, bundled offers, usage-based constructs, private offers, channel motions, and other complex commercial terms.
- Own global bookings fidelity and reconciliations, including Salesforce bookings accuracy, quote quality, and policy compliance.
- Partner with Sales Operations, Enterprise Applications, Finance, Accounting, Audit, and Compliance teams to improve workflows and strengthen controls.
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