Deal Desk Analyst

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Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

📋 Description

• Act as the first-line trusted advisor for Sales on deal structure, quoting, and order form creation, using pre-approved legal and commercial guardrails to help drive timely deal closure. • Own the quote review process, including validating Salesforce (SFDC) opportunities, quotes, and order forms to ensure accurate deal constructs, metrics (such as Net ARR and ARR basis), and downstream bookings. • Review all sales-assisted contracts coming from SFDC for accuracy and intent, confirming commercial terms (including items like price locks and billing terms) are correctly reflected and compliant with revenue recognition and internal policies. • Partner closely with Sales to interpret deal intent, advise on available options within our pricing and packaging framework, and troubleshoot quoting issues or errors in SFDC, Zuora CPQ, or related tools before engaging technical teams. • Support the end-to-end Quote to Cash process by collaborating with cross-functional partners such as Billing, Accounts Receivable, Revenue Accounting, and Channel teams to resolve issues related to subscriptions, invoicing, and collections. • Analyze deal and quoting data to spot recurring issues or patterns, proactively recommend process or configuration improvements, and help define clear guidance for the field to reduce errors and rework. • Manually validate and, when needed, replicate quote and pricing calculations in spreadsheets (such as Google Sheets) to confirm system outcomes, especially for complex constructs like multi-year, ramped, or usage and consumption-based deals. • Participate in sales region forecast calls, quarterly business reviews, and end-of-quarter standups, providing clear updates on deal status, risks, and required actions to support accurate forecasting and smooth quarter-end execution.

🎯 Requirements

• Experience supporting quoting, pricing, opportunity booking, subscription management, and bookings within Deal Desk, billing operations, sales operations, revenue operations, or similar quote-to-cash functions. • Strong CPQ skills and technical acumen, ideally including experience with Zuora or similar configure-price-quote tools, and an ability to understand how calculations and charges are generated for different products and pricing models. Consumption-based structures are a plus. • Practical Salesforce (SFDC) experience, including creating and reviewing quotes, managing opportunities, and troubleshooting data or process issues to ensure accurate Net ARR, ARR Basis, Amount, and Recurring Amount. • Ability to interpret and work with commercial contracts, including understanding key legal and commercial terms (such as price locks and term commitments) and what they mean for how deals are structured, priced, and booked while ensuring proper approvals. • High attention to detail with a focus on accuracy in quotes, order forms, and bookings, and the ability to manually validate or recreate scenarios in tools such as Google Sheets or Excel when needed. • Strong problem-solving and troubleshooting skills, with the initiative to act as a self-starter, identify root causes of Quote to Cash issues, and partner with systems and cross-functional teams to prevent recurring errors. • Familiarity with revenue recognition concepts as they relate to contract structures, and experience partnering with Finance, Billing, Accounts Receivable, Channel, and Revenue teams to support compliant, timely bookings and collections. • Self-starter, with clear, concise communication skills and the ability to advise and build trust with sales teams, acting as a first line of support on deal structure and quoting questions in a highly collaborative, remote environment.

🏖️ Benefits

• Benefits to support your 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 • Home office support