Deal Desk Analyst
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 Analyst 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
How GitLab Will Support You
All remote, asynchronous work environment
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.
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range
$61,600—$132,000 USD
About the job
Apply for this position
Deal Desk Analyst
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 Analyst 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
How GitLab Will Support You
All remote, asynchronous work environment
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.
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range
$61,600—$132,000 USD