Business Systems Analyst - Order to Cash
An overview of this role
As a Business Systems Analyst focused on Order to Revenue (O2R) at GitLab, you'll play a central role in shaping and scaling the systems that power our end-to-end revenue lifecycle. As GitLab continues to refine our Quote-to-Cash and Record-to-Report processes, you'll help define the strategy and system foundations that keep our billing, collections, revenue recognition, and financial operations aligned with business objectives and compliance needs. You'll work across platforms like Zuora Billing/CPQ, NetSuite, Salesforce, and integration tools. In this role, you'll collaborate with Finance, Accounting, Revenue Operations, Deal Desk, and IT stakeholders to turn complex financial requirements into scalable, well-controlled system solutions. You'll also help refine our process documentation and financial systems handbook, ensuring that our O2R strategy, workflows, and controls are easy to understand, audit, and improve in our all-remote, values-driven environment.
What you'll do
Lead end-to-end analysis of Order to Revenue workflows, connecting quoting, contracting, billing, collections, and revenue recognition across Salesforce, Zuora, and NetSuite, and identifying where new integrations or data flows are needed.
Analyze complex financial and operational data across billing, ERP, and CRM systems to uncover insights that improve Quote to Cash efficiency, data quality, and compliance.
Define, document, and maintain system configurations for product SKUs, pricing models, billing rules, and revenue recognition treatments in alignment with accounting standards.
Collaborate with Finance, Accounting, Revenue Operations, and Deal Desk to scope and deliver enhancements, such as optimizing billing processes, improving collections workflows, and resolving Order to Revenue bottlenecks.
Partner with IT engineering and integration teams to design, implement, and test changes in Zuora Billing/CPQ, NetSuite, and Salesforce, ensuring data accuracy, system stability, and alignment on definitions across platforms.
Present process analyses, solution options, and recommendations to cross-functional stakeholders and leadership in a clear, structured way that supports informed, data-driven decisions.
Own project delivery for Order to Revenue system initiatives from requirements gathering through user acceptance testing and production deployment, including supporting month-end and quarter-end close activities.
Contribute to Quote to Cash and Order to Revenue documentation, including process maps, functional specifications, and control narratives that support operational excellence and SOX compliance.
What you'll bring
Strong analytical skills and experience analyzing and documenting end-to-end Quote to Cash and Order to Revenue workflows (quoting, contracting, billing, collections, AR/AP, revenue recognition), with the ability to frame ambiguous business questions and translate them into clear, actionable system and process recommendations for Finance, Accounting, and Revenue Operations stakeholders, with a focus on identifying gaps, risks, and automation opportunities.
Hands-on experience configuring and supporting billing and subscription, CPQ, ERP, and CRM platforms, including subscription lifecycle management, product catalog and SKU structures, pricing and discount rules, invoicing, payment processing, dunning strategies, and an understanding of GL impacts, journal entries, and financial reporting requirements.
Understanding of revenue recognition principles (ASC 606 and IFRS 15), and experience partnering with Accounting to design or support system configurations that meet compliance and audit requirements.
Experience with system integrations, data flows, and middleware tools, and the ability to collaborate with technical teams to design robust, scalable integrations across the O2R landscape.
Proficiency in core business analysis practices, including process mapping, requirements gathering, gap analysis, and documentation, with strong attention to detail and focus on data accuracy and process controls.
Ability to communicate complex financial and technical concepts in a clear, concise way through written documentation, diagrams, and presentations for both technical and non-technical audiences, and to work effectively in an all-remote, asynchronous environment by independently driving projects from requirements through user acceptance testing and production deployment using Agile practices, aligned with GitLab's values and openness to applying transferable skills from related business systems, finance systems, or revenue operations roles.
Experience in a B2B SaaS environment, working with usage-based or complex subscription billing models, familiarity with SOX controls, and experience with tools such as Zuora Billing/CPQ, NetSuite, Salesforce, and middleware platforms like Workato or MuleSoft is helpful but not required.
About the team
Our Quote to Cash team is a centralized, cross-functional partner to Finance, Accounting, Revenue Operations, and Sales. You'll join a fully remote, globally distributed team that collaborates asynchronously and values clear, thoughtful communication. We focus on aligning stakeholders on priorities, setting consistent processes and controls across the Order to Revenue journey, and making it easy for teams to work together. Right now, we're focused on scaling and optimizing Quote to Cash and Order to Revenue processes, strengthening compliance and controls, improving data quality across integrated systems, and helping business partners clearly understand and trust the financial outcomes produced by our platforms.
Business Systems Analyst - Order to Cash
An overview of this role
As a Business Systems Analyst focused on Order to Revenue (O2R) at GitLab, you'll play a central role in shaping and scaling the systems that power our end-to-end revenue lifecycle. As GitLab continues to refine our Quote-to-Cash and Record-to-Report processes, you'll help define the strategy and system foundations that keep our billing, collections, revenue recognition, and financial operations aligned with business objectives and compliance needs. You'll work across platforms like Zuora Billing/CPQ, NetSuite, Salesforce, and integration tools. In this role, you'll collaborate with Finance, Accounting, Revenue Operations, Deal Desk, and IT stakeholders to turn complex financial requirements into scalable, well-controlled system solutions. You'll also help refine our process documentation and financial systems handbook, ensuring that our O2R strategy, workflows, and controls are easy to understand, audit, and improve in our all-remote, values-driven environment.
What you'll do
Lead end-to-end analysis of Order to Revenue workflows, connecting quoting, contracting, billing, collections, and revenue recognition across Salesforce, Zuora, and NetSuite, and identifying where new integrations or data flows are needed.
Analyze complex financial and operational data across billing, ERP, and CRM systems to uncover insights that improve Quote to Cash efficiency, data quality, and compliance.
Define, document, and maintain system configurations for product SKUs, pricing models, billing rules, and revenue recognition treatments in alignment with accounting standards.
Collaborate with Finance, Accounting, Revenue Operations, and Deal Desk to scope and deliver enhancements, such as optimizing billing processes, improving collections workflows, and resolving Order to Revenue bottlenecks.
Partner with IT engineering and integration teams to design, implement, and test changes in Zuora Billing/CPQ, NetSuite, and Salesforce, ensuring data accuracy, system stability, and alignment on definitions across platforms.
Present process analyses, solution options, and recommendations to cross-functional stakeholders and leadership in a clear, structured way that supports informed, data-driven decisions.
Own project delivery for Order to Revenue system initiatives from requirements gathering through user acceptance testing and production deployment, including supporting month-end and quarter-end close activities.
Contribute to Quote to Cash and Order to Revenue documentation, including process maps, functional specifications, and control narratives that support operational excellence and SOX compliance.
What you'll bring
Strong analytical skills and experience analyzing and documenting end-to-end Quote to Cash and Order to Revenue workflows (quoting, contracting, billing, collections, AR/AP, revenue recognition), with the ability to frame ambiguous business questions and translate them into clear, actionable system and process recommendations for Finance, Accounting, and Revenue Operations stakeholders, with a focus on identifying gaps, risks, and automation opportunities.
Hands-on experience configuring and supporting billing and subscription, CPQ, ERP, and CRM platforms, including subscription lifecycle management, product catalog and SKU structures, pricing and discount rules, invoicing, payment processing, dunning strategies, and an understanding of GL impacts, journal entries, and financial reporting requirements.
Understanding of revenue recognition principles (ASC 606 and IFRS 15), and experience partnering with Accounting to design or support system configurations that meet compliance and audit requirements.
Experience with system integrations, data flows, and middleware tools, and the ability to collaborate with technical teams to design robust, scalable integrations across the O2R landscape.
Proficiency in core business analysis practices, including process mapping, requirements gathering, gap analysis, and documentation, with strong attention to detail and focus on data accuracy and process controls.
Ability to communicate complex financial and technical concepts in a clear, concise way through written documentation, diagrams, and presentations for both technical and non-technical audiences, and to work effectively in an all-remote, asynchronous environment by independently driving projects from requirements through user acceptance testing and production deployment using Agile practices, aligned with GitLab's values and openness to applying transferable skills from related business systems, finance systems, or revenue operations roles.
Experience in a B2B SaaS environment, working with usage-based or complex subscription billing models, familiarity with SOX controls, and experience with tools such as Zuora Billing/CPQ, NetSuite, Salesforce, and middleware platforms like Workato or MuleSoft is helpful but not required.
About the team
Our Quote to Cash team is a centralized, cross-functional partner to Finance, Accounting, Revenue Operations, and Sales. You'll join a fully remote, globally distributed team that collaborates asynchronously and values clear, thoughtful communication. We focus on aligning stakeholders on priorities, setting consistent processes and controls across the Order to Revenue journey, and making it easy for teams to work together. Right now, we're focused on scaling and optimizing Quote to Cash and Order to Revenue processes, strengthening compliance and controls, improving data quality across integrated systems, and helping business partners clearly understand and trust the financial outcomes produced by our platforms.