Senior Director, Deal Desk

ABOUT THE ROLE As the Senior Director, Deal Desk at GitLab, you will lead the global Deal Desk organization and play a key role in shaping the company's commercial strategy. You will be responsible for evolving the Deal Desk from a control point into a strategic commercial capability that supports complex subscription and consumption-based deals at scale. This is a high-impact leadership opportunity for someone who can connect commercial strategy with operational execution. WHAT YOU'LL DO As the Senior Director, Deal Desk, you will be responsible for leading the global Deal Desk organization, including managers and regional teams. You will 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. You will also serve as the executive escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity. You will 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. You will 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. You will 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. You will also own global bookings fidelity and reconciliations, including Salesforce bookings accuracy, quote quality, and policy compliance across the quote-to-cash lifecycle. WHAT YOU'LL NEED To be successful in this role, you will need 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. You will also need proven success leading global or multi-region teams that support complex sales motions, high-growth environments, and cross-functional stakeholders. You will need a deep understanding of software pricing models, including per-user, tiered, multi-year, usage-based, and hybrid pricing, with the ability to convert pricing strategy into scalable commercial policy. You will also need a strong command of bookings policy, revenue recognition concepts, audit readiness, and compliance requirements in a controlled business environment. WHY REMOTE GitLab is a remote-first company, and this role will be based remotely. As a remote employee, you will have the flexibility to work from anywhere and will be part of a global team. You will have the opportunity to work with a diverse group of people and will be expected to communicate effectively with your team and stakeholders. BENEFITS GitLab offers a comprehensive benefits package, including: - Competitive salary - Health plan - Parental leave - Education stipend - Life insurance - Equipment stipend - Flexible schedule - Professional development opportunities Note: The original description is quite long, and some details have been omitted to fit the 250-400 word limit. The rewritten description maintains the core responsibilities and requirements of the original role while omitting some of the extraneous information.