Senior Manager, Quote-to-Cash Systems
An overview of this role
As the Senior Manager, Quote-to-Cash Systems, you’ll lead GitLab’s end-to-end Quote to Cash transformation, shaping how we design, implement, and scale the CPQ and revenue ecosystem that underpins our growth. You’ll define the architecture and roadmap for integrated solutions across Zuora CPQ (or similar), Salesforce, billing, ERP, and contract lifecycle tools, making it easier for Sales, Finance, Legal, and Operations to work together and for customers to buy and expand with GitLab. You’ll manage and mentor a small team of engineers and analysts, set clear KPIs for Quote to Cash performance, and drive process reengineering and system modernization in a fully remote, fast-paced environment. In your first year, you’ll be expected to deliver measurable improvements in quoting accuracy and speed, strengthen governance and SOX compliance, and lay the foundation for scalable, data-driven revenue operations that support GitLab’s AI-powered DevSecOps platform.
What you’ll do
Lead the end-to-end solution architecture for enterprise B2B SaaS Quote-to-Cash systems, with a primary focus on CPQ design and Zuora CPQ integration with Salesforce and downstream platforms.
Drive Quote-to-Cash transformation initiatives, including process reengineering, roadmap definition, and system modernization to support scalable, compliant revenue operations.
Serve as the CPQ subject matter expert, optimizing product catalogs, pricing and usage-based models, quoting workflows, and approval processes, and aligning CPQ configuration with complex business rules.
Manage and mentor a team of engineers and analysts, setting clear priorities, enabling career growth, and ensuring consistent delivery of high-quality, well-documented solutions in a remote, asynchronous environment.
Collaborate with Sales, Finance, Legal, Operations, Engineering, and Product teams to translate business requirements into technical designs and present solution recommendations and performance insights to executive leadership.
Define, track, and report on key Quote-to-Cash performance indicators such as quote cycle times, approval velocity, order accuracy, and system performance, using data to guide continuous improvement.
Oversee Salesforce platform optimization and integration across CPQ, CRM, billing, and financial systems, leveraging APIs, middleware, and ETL tools to maintain reliable, secure data flows.
Establish and maintain governance frameworks and SOX-compliant controls for Quote-to-Cash systems, including data integrity, master data management for products and pricing, and coordination with CPQ and related technology vendors.
What you’ll bring
Background in enterprise B2B SaaS Quote-to-Cash solutions, with hands-on involvement across opportunity management, configure-price-quote, contract management, order management, billing, and revenue recognition.
Deep expertise with CPQ platforms, ideally including Zuora CPQ, and familiarity with related tools such as Salesforce Revenue Cloud, DealHub, or similar solutions.
Practical Salesforce experience across Sales Cloud, Experience Cloud, and platform development, with the ability to optimize Salesforce to support Quote-to-Cash processes.
Experience leading technical teams of engineers and analysts, including mentoring, setting direction, and delivering complex transformation initiatives in a remote, asynchronous environment.
Proven ability to design and implement Quote-to-Cash architectures and integrations using APIs, middleware, ETL tools, and enterprise architecture frameworks.
Working knowledge of subscription management, product-led growth motions, and usage-based pricing models, including the data structures and processes that support them.
Familiarity with related systems such as Zuora Billing, NetSuite, or comparable ERP and billing platforms, and understanding of governance, SOX compliance, and ITGC controls in a public company context.
Clear communication and stakeholder management skills, with experience partnering with Sales, Finance, Legal, and Operations, and openness to candidates from consulting or adjacent backgrounds with transferable Quote-to-Cash transformation experience.
About the team
Our Quote to Cash team is responsible for the systems and processes that power GitLab’s end-to-end revenue lifecycle, from opportunity management and configure-price-quote through contract execution, billing, and revenue recognition. We manage and integrate core platforms such as CPQ, Salesforce, billing, and financial systems to support scalable growth, operational efficiency, and compliance in a fully remote, asynchronous environment. You’ll lead a group of engineers and analysts who collaborate closely with Sales, Finance, Legal, and Operations across regions to modernize our Quote to Cash stack, strengthen data integrity, and enable new business models like product-led growth and usage-based pricing.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. 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, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. 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.
United States Salary Range
$127,700—$273,600 USD
About the job
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Senior Manager, Quote-to-Cash Systems
An overview of this role
As the Senior Manager, Quote-to-Cash Systems, you’ll lead GitLab’s end-to-end Quote to Cash transformation, shaping how we design, implement, and scale the CPQ and revenue ecosystem that underpins our growth. You’ll define the architecture and roadmap for integrated solutions across Zuora CPQ (or similar), Salesforce, billing, ERP, and contract lifecycle tools, making it easier for Sales, Finance, Legal, and Operations to work together and for customers to buy and expand with GitLab. You’ll manage and mentor a small team of engineers and analysts, set clear KPIs for Quote to Cash performance, and drive process reengineering and system modernization in a fully remote, fast-paced environment. In your first year, you’ll be expected to deliver measurable improvements in quoting accuracy and speed, strengthen governance and SOX compliance, and lay the foundation for scalable, data-driven revenue operations that support GitLab’s AI-powered DevSecOps platform.
What you’ll do
Lead the end-to-end solution architecture for enterprise B2B SaaS Quote-to-Cash systems, with a primary focus on CPQ design and Zuora CPQ integration with Salesforce and downstream platforms.
Drive Quote-to-Cash transformation initiatives, including process reengineering, roadmap definition, and system modernization to support scalable, compliant revenue operations.
Serve as the CPQ subject matter expert, optimizing product catalogs, pricing and usage-based models, quoting workflows, and approval processes, and aligning CPQ configuration with complex business rules.
Manage and mentor a team of engineers and analysts, setting clear priorities, enabling career growth, and ensuring consistent delivery of high-quality, well-documented solutions in a remote, asynchronous environment.
Collaborate with Sales, Finance, Legal, Operations, Engineering, and Product teams to translate business requirements into technical designs and present solution recommendations and performance insights to executive leadership.
Define, track, and report on key Quote-to-Cash performance indicators such as quote cycle times, approval velocity, order accuracy, and system performance, using data to guide continuous improvement.
Oversee Salesforce platform optimization and integration across CPQ, CRM, billing, and financial systems, leveraging APIs, middleware, and ETL tools to maintain reliable, secure data flows.
Establish and maintain governance frameworks and SOX-compliant controls for Quote-to-Cash systems, including data integrity, master data management for products and pricing, and coordination with CPQ and related technology vendors.
What you’ll bring
Background in enterprise B2B SaaS Quote-to-Cash solutions, with hands-on involvement across opportunity management, configure-price-quote, contract management, order management, billing, and revenue recognition.
Deep expertise with CPQ platforms, ideally including Zuora CPQ, and familiarity with related tools such as Salesforce Revenue Cloud, DealHub, or similar solutions.
Practical Salesforce experience across Sales Cloud, Experience Cloud, and platform development, with the ability to optimize Salesforce to support Quote-to-Cash processes.
Experience leading technical teams of engineers and analysts, including mentoring, setting direction, and delivering complex transformation initiatives in a remote, asynchronous environment.
Proven ability to design and implement Quote-to-Cash architectures and integrations using APIs, middleware, ETL tools, and enterprise architecture frameworks.
Working knowledge of subscription management, product-led growth motions, and usage-based pricing models, including the data structures and processes that support them.
Familiarity with related systems such as Zuora Billing, NetSuite, or comparable ERP and billing platforms, and understanding of governance, SOX compliance, and ITGC controls in a public company context.
Clear communication and stakeholder management skills, with experience partnering with Sales, Finance, Legal, and Operations, and openness to candidates from consulting or adjacent backgrounds with transferable Quote-to-Cash transformation experience.
About the team
Our Quote to Cash team is responsible for the systems and processes that power GitLab’s end-to-end revenue lifecycle, from opportunity management and configure-price-quote through contract execution, billing, and revenue recognition. We manage and integrate core platforms such as CPQ, Salesforce, billing, and financial systems to support scalable growth, operational efficiency, and compliance in a fully remote, asynchronous environment. You’ll lead a group of engineers and analysts who collaborate closely with Sales, Finance, Legal, and Operations across regions to modernize our Quote to Cash stack, strengthen data integrity, and enable new business models like product-led growth and usage-based pricing.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. 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, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. 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.
United States Salary Range
$127,700—$273,600 USD