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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 to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
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An overview of this role
As a Deal Desk Strategist, you'll be a key partner to GitLab's Asia-Pacific and Japan (APJ) Sales and Revenue teams, shaping how we structure, quote, and book deals that support our growth. You'll sit at the center of the quote-to-cash process and serve as the subject matter expert for sales-assisted quotes in Salesforce. You'll ensure deal intent is accurately captured in quotes, order forms, and bookings, and help resolve issues before they require systems or information technology support.
You'll act as a trusted advisor, using your knowledge of deal structures, approvals, and contract language to guide deals toward compliant, scalable solutions that help close business. You'll work daily with Salesforce and Zuora Configure, Price, Quote (CPQ), or similar tools, to review pricing and products, validate order forms, and troubleshoot issues. When needed, you'll complete manual checks using Google Sheets, Excel, or similar spreadsheet tools.
You'll partner closely with Sales, Accounts Receivable, Billing, Ecosystem, and Revenue teams to support accurate annual recurring revenue (ARR) reporting, smooth collections, and data integrity across the revenue lifecycle. In this fully remote, fast-paced environment, you'll consistently meet response service-level agreements, improve quote quality and booking accuracy, and strengthen the trusted relationship between Deal Desk and Sales as GitLab continues to expand its AI-powered DevSecOps platform.
What you'll do
- 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, including validating Salesforce opportunities, quotes, and order forms to ensure accurate deal structures, metrics, and downstream bookings.
- Review sales-assisted contracts from Salesforce for accuracy and intent, confirming that commercial terms, including price locks and billing terms, are correctly reflected and comply with revenue recognition requirements and internal policies.
- Partner with Sales to interpret deal intent, advise on options within GitLab's pricing and packaging framework, and troubleshoot quoting issues in Salesforce, Zuora CPQ, or related tools before engaging technical teams.
- Support the end-to-end quote-to-cash process by working 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, recommend process or configuration improvements, and create clear guidance that reduces errors and rework.
- Participate in regional sales forecast calls, quarterly business reviews, and end-of-quarter standups, providing clear updates on deal status, risks, and required actions.
- Work hours aligned with the GMT+10 time zone.
What you'll bring
- Experience supporting quoting, pricing, opportunity booking, subscription management, and bookings within Deal Desk, billing operations, sales operations, revenue operations, or a similar quote-to-cash function.
- The ability to provide discounting and pricing guidance, with an understanding of standalone selling price and profitability ranges.
- Strong CPQ skills and technical knowledge, ideally including experience with Zuora or a similar tool, and the ability to understand how calculations and charges are generated across products and pricing models. Experience with consumption-based structures is a plus.
- Practical Salesforce experience, including creating and reviewing quotes, managing opportunities, and troubleshooting data or process issues to support accurate booking metrics.
- The 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.
- Strong attention to detail and a focus on accuracy across quotes, order forms, and bookings, including the ability to validate or recreate scenarios using Google Sheets, Excel, or similar tools.
- Strong problem-solving and troubleshooting skills, with the initiative to identify the root causes of quote-to-cash issues and partner with systems and cross-functional teams to prevent recurring errors.
- An understanding of revenue recognition concepts in a software-as-a-service environment and experience partnering with Finance, Billing, Accounts Receivable, Ecosystem, and Revenue teams to support compliant, timely bookings and collections.
- Clear, concise communication skills and the ability to advise and build trust with Sales teams in a highly collaborative, remote environment.
- Experience with enterprise deal structures and legal terms that may affect contract structure.
- The ability to prioritize your workload in line with Sales expectations and changing business needs.
About the team
Our Deal Desk team is responsible for the processes that power GitLab's end-to-end sales bookings, from quoting and deal structuring through contract review, booking, and handoff to billing and collections. We partner closely with Sales, Finance, Legal, Billing, and Accounts Receivable to support accurate, timely, and compliant bookings in a fully remote, asynchronous environment.
You'll join a highly tenured, trusted group of Analysts and Strategists who serve as the first line of support for quotes in Salesforce, review sales-assisted contracts, and help troubleshoot quote-to-cash issues before they reach our systems teams. Together, we focus on getting the details right, maintaining strong partnerships with our Sales teams, and making it easier for customers to buy and expand with GitLab.
How GitLab Supports Full-Time Employees
- 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
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.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
