Senior Director, Deal Desk

Responsibilities

• Lead the global Deal Desk organization, including managers and regional teams, and own the hiring, enablement, operating rhythm, and ongoing evolution of the function.
• Own the end-to-end service model for Deal Desk and Order Management, ensuring the team can support increasing deal complexity while maintaining speed, consistency, and control.
• Serve as the 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, including 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 so they can be supported without creating 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 teams to improve workflows, strengthen controls, increase automation, and ensure commercial decisions can be operationalized cleanly in downstream systems and processes.

Requirements

• Significant leadership experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function within enterprise software.
• Proven success leading global or multi-region teams that support complex sales motions, high-growth environments, and cross-functional stakeholders.
• Deep understanding of software pricing models, including per-user, tiered, multi-year, usage-based, and hybrid pricing, with the ability to

Additional Information

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 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. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As the Senior Director, Deal Desk, you will lead GitLab's global Deal Desk organization and help evolve it from a strong 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 the global approach to deal structure, bookings reconciliations, and Salesforce bookings fidelity, while serving as a trusted partner to Sales and Finance leaders. In this role, you will help 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 philosophy. You will work across Sales, Finance, Product, Pricing, Legal, Sales Operations, Enterprise Applications, Fulfillment, and Customer Experience to set commercial guardrails, approvals, systems requirements, and field enablement that support GitLab's transition toward a consumption-first go-to-market model. This is a high-impact leadership opportunity for someone who can connect commercial strategy with operational execution. In your first year, you will shape how GitLab supports complex deals globally, improve consistency across processes and systems, and strengthen the operating model that enables the field to move faster without compromising policy, margin, or customer experience.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at GitLab? Share your experience