Senior Manager, Deal Desk, EMEA
New
G
GitLabEnterprise SaaS
Location: Remote Ireland; Remote, Spain; Remote, United KingdomFull-TimeManager
Salary not disclosed
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Job Details
- Experience
- Several years of manager experience
- Required Skills
- CRM
Requirements
- Several years of manager experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function in enterprise SaaS.
- EMEA or multi-country exposure is preferred.
- Experience leading Deal Desk teams supporting complex, fast-growing sales organizations and cross-functional stakeholders.
- Understanding of SaaS pricing models, including per-seat, tiered, multi-year, and usage-based pricing.
- Ability to apply pricing strategy to scalable commercial policy.
- Working knowledge of bookings policy, revenue recognition principles, audit readiness, and public-company compliance requirements.
- Experience operating or improving approval workflows, escalation paths, SLAs, deal review processes, and CRM- or CPQ-enabled quoting operations.
- Commercial judgment across direct, channel, private offer, and other non-standard sales motions common in EMEA.
- Strong communication skills, including explaining data, influencing stakeholders, and driving alignment in ambiguous situations.
- Customer-focused, solutions-oriented mindset and strong emotional intelligence.
- Experience leading a regional team through change.
Responsibilities
- Lead the EMEA Deal Desk team, including hiring, enablement, operating rhythm, and ongoing iteration of the regional function.
- Own the end-to-end service model for Deal Desk and Order Management across EMEA.
- Serve as the regional escalation point for complex, non-standard, and strategic transactions.
- Partner with the Global Deal Desk leader and peer regional managers to align EMEA practices with global policy and regional requirements.
- Advise Sales leadership on deal quality, pricing discipline, exception handling, and commercial strategy.
- Create and deliver executive-ready insights on deal quality and pricing effectiveness, including discount trends, cycle times, exception rates, and approval bottlenecks.
- Ensure complex deal structures are operationalized in downstream systems and processes, with clear handoffs into billing, fulfillment, revenue recognition, and customer-facing execution.
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