Senior Manager, Deal Desk, EMEA

GitLab; Ireland; À distance; EUR 90 000 - 120 000; Plein temps

Résumé du poste

GitLab is seeking an experienced leader to manage and grow the EMEA Deal Desk team. You will oversee hiring, enablement, and operating rhythms while ensuring the function scales with the pace of a fast-growing company.

You will partner with the Global Deal Desk leader to keep regional practices aligned with global policy, while reflecting local currency, terms, data residency and regional nuances. A strategic advisor to Sales, you will drive pricing discipline and deal quality across the region.

Qualifications

• Several years of manager experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function in enterprise SaaS.
• Strong pricing discipline, strategic thinking, and ability to influence stakeholders across regions.
• Experience leading regional teams, preferably with EMEA or multi-country exposure.
• Knowledge of bookings policy, revenue recognition principles, and public-company compliance.

Responsabilités

• Lead the EMEA Deal Desk team, including hiring, enablement, operating rhythm, and ongoing iteration of the function within the region.
• Own the end-to-end service model for Deal Desk and Order Management across EMEA, scaling with complexity and pace.
• Serve as regional escalation point for complex, non-standard, and strategic transactions.
• Partner with Global Deal Desk leader to align regional practices with global policy and local nuances.
• Advise Sales leadership on deal quality, pricing discipline, and commercial strategy.
• Create executive-ready insights on deal quality, pricing effectiveness, and discount trends.
• Ensure complex deal structures are operable in downstream systems with clear handoffs.

Connaissances

Deal Desk management

Pricing strategy

Revenue operations

Sales operations

Finance operations

Cross-functional collaboration

Strategic advisory

Data storytelling

Leadership/people management

Outils

CRM systems

CPQ tools

Description du poste

Remote Ireland; Remote, Spain; Remote, United Kingdom

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 valuesand 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

GitLab's Deal Desk team partners closely with our Field Organization to support Quoting, Pricing and booking transactions. This team serves as the primary liaison between our Sales & Finance teams and is responsible for the efficient, accurate and timely sales bookings. As part of the larger Revenue Operations team, the Deal Desk team supports our constantly changing and complex business as we launch new products, implement new processes and expand into new countries

We're looking for an experienced, dedicated and empathetic leader to manage and grow our EMEA Deal Desk team. Our team is distributed across various European countries, maintaining SLAs and supporting our EMEA sales teams as GitLab's customer base continues to grow.

What you'll do

• Lead the EMEA Deal Desk team, including hiring, enablement, operating rhythm, and ongoing iteration of the function within the region.
• Own the end-to-end service model for Deal Desk and Order Management across EMEA, ensuring the function scales with the complexity, pace, and control requirements of a fast-growing public company.
• Serve as the regional escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity.
• Partner with the Global Deal Desk leader and peer regional managers to ensure EMEA practices stay aligned with global policy while reflecting regional nuances (currency, local terms, data residency, etc.).
• Act as a strategic advisor to Sales leadership on deal quality, pricing discipline, exception handling, and commercial strategy in support of healthy revenue growth.
• Create and deliver executive-ready insights on deal quality and pricing effectiveness, including discount trends, cycle times, exception rates, approval bottlenecks, and the business impact of pricing decisions.
• Ensure complex deal structures can be operationalized cleanly in downstream systems and processes, with clear handoffs into billing, fulfillment, revenue recognition, and customer-facing execution.

What you'll bring

• Several years of manager experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function in enterprise SaaS, ideally with EMEA or multi-country exposure.
• Proven success leading Deal Desk teams supporting complex, fast-growing sales organizations and cross-functional stakeholders.
• Solid understanding of SaaS pricing models, including per-seat, tiered, multi-year, and usage-based pricing, and the ability to apply pricing strategy into scalable commercial policy.
• Working knowledge of bookings policy, revenue recognition principles, audit readiness, and public-company compliance requirements.
• Experience operating or improving approval workflows, escalation paths, SLAs, deal review processes, and CRM or CPQ-enabled quoting operations.
• Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions common in EMEA.
• Strong communication skills, with the ability to tell a clear story from data, influence stakeholders, and drive alignment in ambiguous situations.
• A customer-focused, solutions-oriented mindset with strong emotional intelligence and experience leading a regional team through change.

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.

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.

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 .