Senior Deal Desk Analyst

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

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.

📋 Description

• Act as a trusted advisor and go-to resource on deal structure, quoting, order form creation, and contract options that support deal closure. • Serve as the primary point of contact for Sales questions related to deal structure, opportunity booking, subscription management, and license delivery. • Navigate complex deal cycles alongside Sales and partner with key internal stakeholders to fulfill deal requirements. • Own the quote review process, validating Salesforce opportunities, quotes, and order forms for accurate deal structures, metrics, and downstream bookings. • Review sales-assisted contracts for accuracy and intent, including commercial terms, price locks, billing terms, revenue recognition requirements, and internal policies. • Partner with Sales to interpret deal intent, advise on pricing and packaging options, and troubleshoot quoting issues in Salesforce, Zuora CPQ, or related tools. • Support the end-to-end quote-to-cash process with Billing, Accounts Receivable, Revenue Accounting, Ecosystem, and other partners to resolve subscription, invoicing, and collection issues. • Analyze deal and quoting data to identify recurring issues and recommend process or configuration improvements. • Participate in regional sales forecast calls, quarterly business reviews, and end-of-quarter standups, providing updates on deal status, risks, and required actions. • Work hours aligned with the GMT+10 time zone.

🎯 Requirements

• Experience supporting quoting, pricing, opportunity booking, subscription management, and bookings in Deal Desk, billing operations, sales operations, revenue operations, or a similar quote-to-cash function. • Ability to provide discounting and pricing guidance, including understanding standalone selling price and profitability ranges. • Strong CPQ skills and technical knowledge, ideally including Zuora or a similar tool; consumption-based structures are a plus. • Practical Salesforce experience creating and reviewing quotes, managing opportunities, and troubleshooting data or process issues. • Ability to interpret commercial contracts and understand how legal and commercial terms, including price locks and term commitments, affect deal structure, pricing, bookings, and approvals. • Ability to validate or recreate scenarios using Google Sheets, Excel, or similar spreadsheet tools. • Strong problem-solving and troubleshooting skills, including identifying root causes of quote-to-cash issues. • Understanding of revenue recognition concepts in a SaaS environment. • Experience partnering with Finance, Billing, Accounts Receivable, Ecosystem, and Revenue teams. • Clear, concise communication skills and ability to advise and build trust with Sales teams in a collaborative remote environment. • Experience with enterprise deal structures and legal terms affecting contract structure. • Ability to prioritize workload according to Sales expectations and changing business needs. • Ability to work hours aligned with GMT+10.

🏖️ 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