Senior Director, Deal Desk

Details

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows. GitLab is a high-performance, distributed company where careers accelerate and every voice is valued.

Overview

As the Senior Director, Deal Desk, you will lead GitLab's global Deal Desk organization and evolve it from a quote-to-cash control point into a strategic commercial capability that helps GitLab structure, approve, operationalize, and win complex subscription and consumption-based deals at scale. You will oversee global deal structure, bookings reconciliations, and Salesforce bookings fidelity, and serve as a trusted partner to Sales and Finance leaders.

You will define how GitLab brings newer pricing and packaging models to market (including usage-based and hybrid motions) while keeping commercial processes simple, scalable, auditable, and aligned to GitLab's value-based pricing. This role collaborates across Sales, Finance, Product, Pricing, Legal, Sales Operations, Enterprise Applications, Fulfillment, and Customer Experience to set commercial guardrails, approvals, systems requirements, and field enablement for a consumption-first go-to-market model.

This is a high-impact leadership opportunity to connect commercial strategy with operational execution, shape support for complex deals globally, improve process and systems consistency, and strengthen the operating model enabling the field to move faster without compromising policy, margin, or customer experience.

Responsibilities

• Lead the global Deal Desk organization, including managers and regional teams; own hiring, enablement, operating rhythm, and evolution of the function.
• Own the end-to-end service model for Deal Desk and Order Management to support increasing deal complexity while maintaining speed, consistency, and control.
• Serve as 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: define 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 to avoid downstream billing, fulfillment, or accounting risk.
• Own global bookings fidelity and reconciliations, including Salesforce bookings accuracy, quote quality, and policy compliance across the quote-to-cash lifecycle.
• Partner with Sales Operations, Enterprise Applications, Finance, Accounting, Audit, and Compliance to improve workflows, strengthen controls, increase automation, and ensure commercial decisions can be operationalized in downstream systems.

Requirements

• Significant leadership experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or closely related quote-to-cash functions within enterprise software.
• Proven success leading global or multi-region teams supporting complex sales motions in high-growth environments with cross-functional stakeholders.
• Deep understanding of software pricing models (per-user, tiered, multi-year, usage-based, hybrid) and ability to convert pricing strategy into scalable commercial policy.
• Strong command of bookings policy, revenue recognition concepts, audit readiness, and compliance requirements in a controlled business environment.
• Fluency with core quote-to-cash systems and billing platforms such as Salesforce and Zuora, and the ability to partner on systems design and workflow improvements.
• Experience designing or improving approval workflows, escalation paths, service-level expectations, executive deal review processes, and CRM/CPQ-enabled quoting operations.
• Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions; ability to navigate ambiguity and make balanced decisions.
• Excellent communication and stakeholder management skills, with ability to use data to influence senior leaders, align cross-functional teams, and lead through change in a global, all-remote environment.

Benefits

• United States base salary range: $203,200 - $345,600 USD (base salary for U.S. residents; does not include bonuses, equity, or benefits).
• Benefits to support health, finances, and well-being; Flexible Paid Time Off; Team Member Resource Groups; Equity Compensation & Employee Stock Purchase Plan; Growth and Development Fund; Parental Leave. (Links provided in original posting.)

Additional Information

• This role is remote (country-level eligibility / location-based requirements may apply). GitLab hires in countries around the world; Talent Acquisition can clarify location eligibility.
• GitLab is an equal opportunity employer and provides accommodation during the recruiting process if needed.