Deal Desk Analyst

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. 

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.

As a Deal Desk Analyst, you'll be a key partner to GitLab's AMER 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, serving as the first line of support for sales-assisted quotes in Salesforce, ensuring deal intent is accurately captured in quotes, order forms, and bookings, and helping resolve issues before they require systems or IT intervention. 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 CPQ (or similar tools) to review pricing, products, validating that Order Forms are correct and troubleshooting when they are not, including doing manual checks in Google Sheets or spreadsheets if needed. You'll partner closely with Sales, Accounts Receivable, Billing, Eco-System, and Revenue teams to support accurate Net ARR and ARR reporting, smooth collections, and end-to-end data integrity across the revenue lifecycle. In this fully remote, fast-paced environment, you'll be expected in your first year to consistently meet response SLAs, improve quote quality and booking accuracy, and deepen the trusted relationship between Deal Desk and Sales as GitLab continues to expand its AI-powered DevSecOps platform.

• 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.

• 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.

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 for quotes in Salesforce, review all 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.

• 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

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.